Negotiation Tip — Get Specific
Sometimes I draft a Separation Agreement, send it to the other side, and receive a response that says “My client rejects your proposal.”
Or the other side will send me a proposal and my client says, “It’s ridiculous. I don’t like anything about it.”
Both responses leave something to be desired in moving the case forward. So my reply is always, “What, specifically, don’t you like about it?”
This simple question seems to disengage emotion and engage logic. Once I get the other side, or my client, going through the document item by item, we can discuss options, concessions and counterproposals. I put these in a letter to the other side and we can then focus only on the objections, which narrows the issues to be negotiated.