In demanding negotiations, clients often turn to us lawyers for assistance, not only because of our legal expertise, but also because we are believed to be professional negotiators. But are we?
In my studies at university and to become a member of the bar, I did not come across any information – let alone courses – on how to become a good negotiator. And when I joined D&I, negotiations were something that happened in closed meeting rooms. As a young lawyer, you were excited if you were ever invited in.
So I was lucky to be among the first lawyers in the firm to be sent to Harvard Law School’s summer courses in negotiation. A whole new world opened up to me. There were scholars who had actually studied negotiation and sought to systemize aspects of it. I was blown away and inspired by their findings.
To this day I am thrilled about the art of negotiation. Why? I guess it is because negotiations are democratic, highly tactical and very psychological.