Jim Anderson - How A Paralegal Can Prepare For A Successful Negotiation: What You Need To Do BEFORE A Negotiation Starts In Order To Get The Best Possible Outcome

How A Paralegal Can Prepare For A SuccessfulNegotiation: What You Need To Do BEFORE A Negotiation Starts InOrder To Get The Best Possible Outcome

Copyright 2017 by Jim Anderson

Smashwords Edition

Published by

Blue Elephant Consulting

Tampa, Florida

All rights reserved. No part of this book maybe reproduced of transmitted in any form or by any means,electronic or mechanical, including photocopying, recording or byany information storage and retrieval system without writtenpermission of the publisher, except for inclusion of briefquotations in a review.

Printed in the United States of America

Library of Congress Control Number:2017901855

ISBN-13: 978-1542943086
ISBN-10: 1542943086

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Note : See a completelist of books by Dr. Jim Anderson at the back of this book.

Acknowledgements

Any book like this one is the result of yearsof real-world work experience. In my over 25 years of working for 7different firms, I have met countless fantastic people and I'vebeen mentored by some truly exceptional ones. Although I'veprobably forgotten some of the people who made me the person that Iam today, here is my attempt to finally give them the recognitionthat they so truly deserve:

• Thomas P. Anderson

• Art Puett

• Bobbi Marshall

• Bob Boggs

Dr. Jim Anderson

This book is dedicated to my wife Lori. Noneof this would have been possible without her love and support.

Thanks for the best 24 years of my life (sofar)!

Table OfContents

It turns out that mostnegotiations are over even before they begin. The legal team thathas spent the most time planning for the negotiation, doing theirhomework, and collecting the data that they'll need is the onethat's going to walk away from the table with the best deal.Wouldn't you want that legal team to be your team?

Planning is what happens before a paralegalsits down at the negotiating table. There are no negotiatingtactics or tricks at play here. It's just a matter of you doingyour homework. At the same time you hope that the other side is NOTdoing their homework so that you'll show up at the negotiation moreprepared then they are.

Just committing to doing the planning thatyour next negotiation is going to require is not enough, you alsohave to know just exactly how to go about doing it. That's whatthis book is going to teach you. Every legal negotiation isdifferent and so the planning that you'll have to do for everynegotiation will be different also.

The planning that is required for asuccessful legal negotiation takes on many different forms. Thesecan include planning where and when the negotiations will be held,what concessions you'll be willing to make to the other side, andunderstanding who has what power in the negotiations.

The end result of doing the planning that anegotiation requires is that when you sit down at the negotiatingtable, you'll have a sense of being prepared. You'll know what youneed to know about the other side of the table, what their goalsare, what their constraints are, and what they hope to be able toget out of the negotiations. This is exactly the type of knowledgethat every paralegal is going to need in order to be able to reachthe type of deal that will allow you to walk away from the tablewith a sense of accomplishment.

Good luck!

• Dr. Jim Anderson

I must confess that Inever set out to be a negotiator. When I went to school, I studiedComputer Science and thought that I'd get a nice job programmingand that would be that. Well, at least part of that plan workedout!

My first job was working for Boeing on theirF/A-18 fighter jet program. I spent my days programming fighter jetsoftware in assembly language and I loved it. The U.S. governmentdecided to save some money and went looking for other countries tosell this plane to. This put me into an unfamiliar role: I startedto negotiate with foreign military officials and I ended up havingto participate in the negotiations for large internationaldeals.

Time moved on and so did I. I found myselfworking for Siemens, the big German telecommunications company.They were making phone switches and selling them to the seven U.S.phone companies. The problem was that the switches were toocomplicated. When it came time to negotiate a deal with thecustomer, the sales teams struggled to create an effectivenegotiating strategy. I was called in to bridge the world betweenthe product functionality and the business impacts as they relatedto the negotiations.

I've spent over 25 years working as anegotiator for both big companies and startups. This has given mean opportunity to learn what it takes to both plan and executenegotiations of all sizes. When it comes to negotiations, I'vepretty much been there, done that.

I now live in Tampa Florida where I spend mytime managing my consulting business, Blue Elephant Consulting,teaching college courses at the University of South Florida, andtraveling to work with companies like yours to share the knowledgethat I have about how to prepare for and execute successfulnegotiations.

I'm always available to answer questions andI can be reached at:

Dr. Jim Anderson
Blue Elephant Consulting
Email: jim@BlueElephantConsulting.com
Facebook: http://goo.gl/1TVoK
Web: http://www.BlueElephantConsulting.com/

"Unforgettable communication skills thatwill
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