Testimonials on Successful Negotiation Skills to Create Compelling Arguments

September 18, 2014 11:15am

Moderator:

Peter L. Biro
President & CEO
Newcon Optik

Panel:

Gary Caplan
Partner, Mediator & Arbitrator
Mason Caplan Dizgun LLP

Gordon Jermane
AVP and Senior Counsel
Manulife Financial

How to negotiate in the litigation framework: Considering efficiency, risk and insurance

  • The current model: interest based bargaining
  • Identifying the “zone of agreement”
  • Tactics to convince internal stakeholders to settle against principle
  • Settling is not a sign of weakness: advice on conveying this to internal stakeholders
  • Keys in determining which files to fight; which ones to settle
  • Proven methods of resolving a matter before it goes to court