Leftfoot - Legal Business Development

BATNA – Best Alternative to a Negotiated Agreement: Nicole chats with Danny Ertel, lawyer; founding partner of Vantage Partners; and Senior Researcher at the Harvard Negotiation Project. Learn what we’re solving for what’s important to both parties – what each is trying to accomplish or avoid. Negotiation frustration: games and false fronts meant to throw off a negotiation. When a negotiator is a messenger with a demand vs. a party with a vested interest. Avoid the haggle: Pricing high and leaving ‘room’ for a concession. It teaches the client not to trust the first thing you say. Scope and fee changes: Should be managed together as part of an ongoing decision making discussion versus tabled for the end of the project. It’s about leverage. Historical data lead to portfolio pricing success: 5 plus year relationship provided significant experience and revealed patterns within the organization’s matters. Certain cases were sortable by criteria and could be categorized for pricing and staffing e