Most lawyers think they’re good negotiators because they argue for a living.
They’re not.
Argument is about winning a point.
Negotiation is about shaping a decision.
The best negotiators don’t overpower the other side—they design the environment in which agreement becomes the easiest outcome. They understand something most lawyers never fully grasp:
People don’t decide based on logic alone. They decide based on pressure, perception, and emotional safety—and then justify those decisions with logic afterward.…