In brief - Your negotiation strategy depends on the
circumstances
Are you crystal clear on what it is you are trying to achieve?
How strong is your position? Is your opponent reasonable or
belligerent? Who is the best person to deliver the message? Is the
process capable of delivering what you and your client want? How
well prepared are you to put your case?
Antony Riordan - Negotiation is about selling an outcome,
selling an idea
As lawyers we negotiate on behalf of clients, but the most
important negotiation is the negotiation we undertake on behalf of
ourselves. That is about selling yourself, selling your brand,
negotiating your position.
You will likely need to sell yourself to a prospective employer
for the purpose of your career. We don't often stop and think,
on an individual level: "I have a brand and I have to sell
that brand."
