Hardball Negotiation Tactics: How to Use and Defuse Them

Agenda / Content Covered

1:00 - 2:00, Mark West

1. Highball / Lowball Offers
2. Bluffing, Puffery & Lies
3. "Take it or Leave it” - Premature Final Offers & Ultimatums
4. Time Limits & Unreasonable Conditions
5. False Concessions
6. Delay Tactics - Dragging Out Negotiations
7. Giving or Asking for Small Concessions
8. Snowball / Distractions
9. Bogey / The Red Herring
10. “I Can’t Authorize That” - Commitment Tactics
11. Good Cop / Bad Cop
12. Intimidation Tactics & Aggressive Behavior

Accreditation Details:

Mark West is a sole practitioner in San Gabriel where he practices in plaintiff personal injury and wrongful death, products liability law, medical malpractice, and business civil litigation. He has published several articles and frequently lectures. Mr. West is admitted to practice in the Northern, Central and Southern U.S. District courts in California and the Ninth Circuit Court of Appeal along with the Supreme Court of the United States. He has also been admitted pro hac vice in the State and U.S. District Court for Nevada and the U.S District Court for Minnesota. He is a member of the American and Los Angeles County bar associations, the State Bar of California, the Consumer Attorneys Association of Los Angeles, the Consumer Attorneys of California (past legislative district coordinator), and the American Trial Lawyers Association. Mr. West earned his B.S. degree from New Hampshire College (now Southern New Hampshire University), and his J.D. degree from Southwestern University School of Law.