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How to get what you want

Peter Fleming considers the art of negotiation

5 April 2012

The recent multi-billion-pound High Court clash between Chelsea Football Club owner Roman Abramovich and the exiled Russian oligarch Boris Berezovsky highlights the high stakes that can be involved in high-net-worth legal battles. While everyday legal practice is unlikely to attract such media frenzy, in corporate and individual cases alike, the effective use of negotiation is just as essential. Even within the initial stages of a closed private client environment, negotiation is necessary to understand the client’s proposition and so meet their needs.

Front line

Today’s best-performing firms have demonstrated that the key to success is simple: transforming negotiation within the organisation from an individual competency into a practice-wide capability. In implementing this change, firms should remember that fully developed behavioural skills remain vital for partners a...

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