Closing the Deal — Going For the Total ‘Win’ May Not be the Best Strategy
As a new lawyer, I once found myself sitting across the table from a seasoned and well-respected attorney. We were negotiating the terms of a transaction between our respective clients and had almost reached agreement. I say “almost” because I was insisting that we memorialize several meaningless concessions in favor of my client. Truth be told, my clients hadn’t thought of any of these remaining issues, and wouldn’t have insisted upon making their resolution part of our agreement. In my effort to achieve a “win,” I was quickly getting in the way of a successful outcome for my own client. Thankfully, my adversary stepped in and helped me get past myself so that our respective clients could move along. View full article (PDF).
This article first appeared in Seattle Business magazine.