Q: I get so mad when I’m negotiating and my opposing counsel refuses to entertain a creative solution to an impasse. What else can I do, besides pull my hair out?
A: Ask him or her what is important to the client about the particular number (or whatever the sticking point may be)…then stay quiet and listen. If the response is, for example, that that is the client’s absolute bottom line, ask why…then be quiet and listen. When you remain composed, ask questions, pause and pay attention, you will hear valuable information that can help you craft practical, not just creative, alternatives that may have a real shot at bringing your opposing counsel back to the table.
Why pull out your hair rather than push on, using a powerful approach like seeking to understand rather than wasting energy with unproductive anger. Take a new tack; the results may well surprise you and delight your clients.