YourABA: "Get to Know Your Opponent: The Fine Art of Negotiating"

YourABA has published an article entitled "Get to Know Your Opponent: The fine Art of Negotiating."  The article recaps Lee Hetherington's presentation at the ABA Midyear Meeting on effective negotiation.  Hetherington, in his discussion, explained that understanding different personalities, of which he provided examples, is the most important skill in negotiating.  He also discussed the importance in negotiation of the "power of leverage," through which the negotiator uses the following factors to his advantage: uncertainty, time, opportunity, and sanctions.

Posted by Neil I. Rumbak, Associate Editor, Wealth Strategies Journal.