meeting in the middle: embracing negotiation to protect business interests and relationships
DESCRIPTION
Meeting in the Middle: Embracing Negotiation to Protect Business Interests and Relationships, by Eric Pesik, presented at Litigation Asia Summit 2012, SingaporeTRANSCRIPT
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meeting in the middle embracing negotiat ion to protect
business interests and relat ionships
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by er ic pesik l i t igat ion as ia summit
may 20, 2012, marina bay sands
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negotiation
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I hate litigation
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business people hate litigation
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*except patent trolls
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they hate “it depends...”
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businesses create value
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litigation destroys value
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you can’t avoid disputes
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how do you avoid litigation?
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especially for the wrong reasons
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solve disputes early
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protect the business relationship
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settle don’t litigate
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assumptions
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litigation as a last resort
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business disputes
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beneficial relationships
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desirable to protect
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background
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corporate lawyer
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divorce lawyer
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what’s the connection?
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I’m not special
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complexity of the facts
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personalities of the clients
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skills the lawyers
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direction of negotiations
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expectations of the clients
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client expectations
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clients are influenced by emotions
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business judgment
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same standard
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one more business risk
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one more business opportunity
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emotionally charged
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ego
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emotional investment
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clouded perceptions
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case study #1 “meeting in the middle”
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fighting over a fan
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lawyers can help or hurt
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knock down barriers
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respect versus credibility
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best possible position
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arguing in the alternative
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extreme interpretation
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but we don’t like it
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build credibility
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no unreasonable positions
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don’t escalate the dispute
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don’t intimidate and bully
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results in destroyed credibility
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build trust to build relationships
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make credible claims
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see your position
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see the facts
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take a reasonable business position
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build empathy
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consider commercial impact
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know the business people
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understand their personalities
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their expectations
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their pressures
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focus on business relationship
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the client is not always right
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clients make mistakes
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do we litigate only when we are right?
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only one winner
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50/50 chance
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everybody thinks they’re right
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case study #2 “meeting in the middle (again)”
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are you fighting over a fan?
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protecting the company
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protecting own employees
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protecting own department
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protecting themselves
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rebuked if wrong
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believing themselves right
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bad judgment
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behaving unfairly
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being irrational
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most favorable to themselves
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face unfavorable facts
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might be wrong
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understand the dispute
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rational and credible
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thoughtful consideration
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reasoned judgment
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not posturing
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building empathy
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building credibility
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no single approach
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stay out of negotiations
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lawyers involved too early
I’m a lawyer I’m here to help
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unreasonable expectations
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case study #3 “sleeping with the enemy”
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company nemesis
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your enemy
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defensive overreaction
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seeking legal advantage
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business should trump litigation
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emotional block
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outside litigation counsel
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over lawyering
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lawyering in the background
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business people negotiate
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advise from behind the scenes
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support business judgment
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withdraw from negotiation
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case study #4 “please go away”
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business relationship
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lawyers go away
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advising outside negotiations
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business opportunity
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the myth of win-win outcomes
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don’t assume there is a win-win
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some things are zero-sum
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do look for ways to create value
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get your share of the value-add
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relationships are the win
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conclusion
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negotiation
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client expectations
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credibility
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the client is not always right
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stay out of negotiations
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the myth of win-win outcomes
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questions?
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meeting in the middle
by er ic pes ik l i t igat ion as ia summit
may 20, 2012, mar ina bay sands for more informat ion contact er ic@pes ik .net
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Unless otherwise specified below, all images from Microsoft Office Online. Used with permission from Microsoft: http://office.microsoft.com/en-us/images/ Other images from flickr Creative Commons Attribution license: Businessmen in Meeting By Allen Sima http://www.flickr.com/photos/allensima/6033657657/ Talk to the Hand By NMR Photo http://www.flickr.com/photos/jinx1380/4983207375/ No Pictures by Dplanet http://www.flickr.com/photos/dplanet/94442623/ Revtank Outtakes by Mish Sukharev http://www.flickr.com/photos/mishism/5371074626/ Cash By JMR_Photography http://www.flickr.com/photos/jmrosenfeld/2903513401/ Money on Fire by Images of Money http://www.flickr.com/photos/59937401@N07/5857379974/ Houses on Coins By Images of Money http://www.flickr.com/photos/59937401@N07/5474806608/ Businessman by Kripptic http://www.flickr.com/photos/kripptic/1954828422/
Calexico by Lali Masriera http://www.flickr.com/photos/visualpanic/2923046161/ Sienese Businessman by John Kelly http://www.flickr.com/photos/thrillho/2735391270/ When the Sun Went Down, By Gideon Wright http://www.flickr.com/photos/27787901@N06/5362197490/ Meeting by Voka Kamer van Koophandel Limburg http://www.flickr.com/photos/vokakvklim/4522283313/ Workshop by Fabrisalvetti http://www.flickr.com/photos/fabrisalvetti/431625236/ Woman With Notepad by Jerry Bunkers http://www.flickr.com/photos/76266195@N08/7122179181/ Adjust Tie by Dplanet http://www.flickr.com/photos/dplanet/94441582/ Punch by Adam J Merton http://www.flickr.com/photos/adamjmerton/5354639620/