In negotiations as in life, framing an issue half determines the result. Imagine for a moment if a lawyer were to tell you that he loses 1 case out of every 5 he fights. How comfortable would that make you?
What if we flip it around? If the same lawyer tells you he wins 4 cases out of every 5. How comfortable does that make you feel now?
Of course, losing 1 out of 5 is the same as winning 4 out of 5, but the likelihood of you engaging a great lawyer who wins 4 out of 5 cases is much higher than the likelihood of you engaging a lousy lawyer who loses 1 out of every 5 cases.
Bear this in mind the next time you go into a negotiation. There is always a flip side, and one of the sides brings you closer to a settlement as compared to the other. Choose the correct side, if possible.
___________________________
Questions or comments? Email me at khenghoe@mycounsel.com.my.
.JPG)
No comments:
Post a Comment