Aug. 15, 2012 – Knowing where the other side of the negotiation table is coming from can give you better insight into how to get the results you want. In this video, Madison attorney Ralph M. Cagle, Hurley, Burish & Stanton S.C., discusses how emotions drive negotiation behavior.
Pay attention. It is not just verbal communications. Listen carefully and watch. “We know what we want,” says Cagle. Knowing what they want might get you closer to what you want.
Prepare. Effective preparation pays off. It commands respect and sets the stage for successful negotiation.
Cagle spoke at the State Bar of Wisconsin PINNACLE® Litigation, Dispute Resolution & Appellate Practice Institute in June. Cagle will present Using Your Negotiation Leverage: Practicalities, Principles & Self Awareness, from 8:30 a.m. to 4:30 p.m. (CT), in Madison on Dec. 21. The seminar will be simultaneously via webcast and will be webcast again on Jan. 17.
Select sessions from the institute are available as webcasts on Sept. 11 and 12. Visit WisBar Marketplace for a listing.
Read Negotiating in the ‘Red Zone,’ Russell M. Ware, Wisconsin Lawyer™, February 2011.