Negotiation Strategy And Tactics
NMC was lucky to have Nate Holland, a district attorney, provide us with a very useful presentation. Nate gave this presentation to a group of mediators who were interested in hearing how attorneys prepare for mediation when dealing with clients.
Summary of presentation:
Negotiation strategies and tactics aim to achieve mutually beneficial settlements through a structured process that includes preparation, client meetings, bargaining, agreement, and finalizing the deal. Key strategies involve understanding your BATNA (Best Alternative to a Negotiated Agreement) and WATNA (Worst Alternative to a Negotiated Agreement), creating tiered outcomes, and preparing for the opposing side’s arguments. Meetings with clients focus on building trust, setting a positive tone, actively listening, and encouraging collaboration. In bargaining, negotiators offer initial terms and co-create solutions with all parties involved. When reaching an agreement, issues and solutions are documented, non-monetary offers are prioritized, and concessions are clarified. Finally, negotiations are concluded by finalizing agreements, confirming details for complex deals, and ensuring clarity on next steps to achieve a successful resolution. We are so lucky to have presenters like Nate share their knowledge with us. Thank you Nate!