LAW 3113 Study Guide - Midterm Guide: Retainer Agreement
Document Summary
To: sam lilly, senior partner at jones & jones. My plan to handle the contract signing is to use ronald"s negotiating traits to my advantage, establish and use normative leverage, and lastly end the meeting by offering a meaningful and respectful gift. While building rapport with clark, it was brought to my attention that ronald is a demanding, difficult boss who likes to make his own decisions, which indicative of the competitive negotiating trait. Thus, if i cater towards that personality style while negotiating, i can establish a connection with him. Moreover, as a competitive negotiator, i can expect ronald to be less likely to collaborate. In addition, i can use normative leverage by anticipating the arguments he will make and prepare supporting data and arguments beforehand. I foresee ronald asking about jimmy dee, as. To this i will answer him straightforwardly and truthfully by disclosing that jimmy may possibly leave our firm.
