Negotiation Representation

In our role as client representatives, we negotiate directly with a client’s counterparts.  While we actively represent our client’s interests, the client remains involved in the process, retaining the authority to make decisions about potential outcomes.

While every negotiation presents unique challenges and opportunities, we generally sequence our participation in three steps:

  • Client Meeting – we meet with the client to develop an understanding of the context of the negotiation at hand as well as to explore and define their needs and priorities.
  • Research and Preparation – We source, both individually and with our client, as much information as possible in order to craft a negotiation framework and strategy that will ensure that every advantage is realized at the negotiation table.
  • Counterpart Engagement – Only once we have sufficient information, well-defined goals and an effective negotiation strategy do we engage the counterpart, enabling the most favorable agreement terms for the client.

Beyond the obvious benefit of an increased probability of coming to favorable terms, our clients also enjoy the advantages inherent in an arm’s-length negotiation, not least of which is the flexibility to consider proposals and strategy without the additional pressure of being ‘in the room’.