Chapter 64The Personal Drive
You may encounter situations where the main drive of the other negotiator is not to win for winning’s sake, or to find the perfect solution. Their main drive may be for their personal profit or aggrandizement. A case that quickly comes to mind is that of an attorney who is working on a fee basis rather than a contingency basis. It would be in that attorney’s best interest not to find a solution too quickly. When you run into this, you should see what you could do to satisfy that personal need for more fees. It may be in your best interest to threaten to take your solution over the attorney’s head to his client. He won’t appreciate that, of course, but if he feels that his client would accept the compromise if you ...
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