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What’s Important to You

What’s Important to You

Years ago in law school, I was taught to pay particularly close attention to any inconsistencies I noticed in litigation from our opponents – whether in depositions, motions or at trial. I was told to analyze their words, strategic moves, and tone and body language....
Evaluating Blue Chips vs Bargaining Chips (Part One)

Evaluating Blue Chips vs Bargaining Chips (Part One)

“Pay extra attention to the minutiae and ensure you fully understand every term and condition,” this senior partner told me when I was a junior associate. “Some lawyers will try to bury critical provisions in the least obvious places. It’s your job to catch and...
Limited Authority Responses

Limited Authority Responses

“I would love to do the deal, but I just don’t have the authority.” I can’t count how many times I have heard this in a negotiation. It’s probably one of the most common statements in all negotiations. It’s also often a smart strategic move, especially if you...