» » ยป

Personal Injury Negotiations Fresno CA

The first principle of personal injury negotiating in Fresno is: ask for more than you expect to get. To apply this correctly you need to know what your case is worth but that's a whole other article.

Dean Bailis Gordon
(559) 221-7777
1220 East Olive Avenue
Fresno, CA
Specialties
Discrimination, Sexual Harassment, Wrongful Termination, DUI, Personal Injury, Appeals
Education
University of California at Davis School of Law,Univ of California Santa Cruz
State Licensing
California

David Beyersdorf
(559) 252-7000
2110 North Winery
Fresno, CA
Specialties
Personal Injury
Secondary Specialties
Car/Auto Accidents, Slip & Fall, Wrongful Death, Assault & Battery, Dog Bites & Animal Attacks, Slander, Libel
Education
J.D., Seattle University School of Law, 2001
State Licensing
California and Washington

Data Provided by:
Richard Paul Berman
2333 MERCED ST
FRESNO, CA
Specialties
Personal Injury
Education
University of California, Hastings College of the Law,University of California - Los Angeles
State Licensing
California

Jonathan Gary Netzer
2100 TULARE ST
FRESNO, CA
Specialties
Personal Injury, Defective & Dangerous Products
Education
University of San Diego School of Law,University of California at Santa Cruz
State Licensing
California

Peter Nicholas Kapetan
1236 M ST
FRESNO, CA
Specialties
Criminal Defense, Car Accident, Personal Injury
Education
McGeorge School of Law, University of the Pacific,California State University, Fresno
State Licensing
California

Milton Greg Mullanax
(559) 420-1222
2140 N Winery Ave Ste 101
Fresno, CA
Specialties
Personal Injury
Education
McGeorge SOL Univ of the Pacific,Univ of Texas
State Licensing
California, Colorado, DC, Minnesota, Nevada, Texas

Roger Dale Wilson
(559) 233-2900
2445 Capitol St Ste 150
Fresno, CA
Specialties
Criminal Defense, Administrative Law, Personal Injury
Education
San Joaquin COL,California St Univ Fresno,University of Wisconsin, Madison
State Licensing
California

Charles Andrews Leath
1260 FULTON MALL
FRESNO, CA
Specialties
Litigation, Insurance, Corporate, Personal Injury, Construction
Education
San Joaquin College of Law,California State University, San Diego
State Licensing
California

David Tilden Richards
(559) 228-6700
5200 N Palm 4fl
Fresno, CA
Specialties
Business, Medical Malpractice, Personal Injury
Education
McGeorge SOL Univ of the Pacific,George Washington Univ
State Licensing
California

William James Seiler
2844 FRESNO ST
FRESNO, CA
Specialties
Litigation, Personal Injury
Education
School of Law, University of California, Davis,Chico State College
State Licensing
California

Data Provided by:

Personal Injury Negotiations

Provided By:

Personal Injury Negotiating: The First Thing You Gotta Know

Author: Rex Bush

The first principle of personal injury negotiating is: ask for more than you expect to get.

To apply this correctly you need to know what your case is worth but that's a whole other article.

Once you have a ball park idea of your case's value multiply it by three for example. Use that as your starting point. I like to think of it as an "invitation to negotiate."

Roger Dawson is one of the country's top experts on negotiation. He is founder of the Power Negotiating Institute and the author of "Secrets of Power Negotiating." The audio version of his book has sold over 548 thousand copies, is one of Nightingale-Conant's top sellers and is one of the best selling business audio programs ever published.

If you read his book-which I highly recommend-you will find in Chapter 1, that his very first principle is "Ask for More Than You Expect to Get."

Henry Kissinger put it like this: "Effectiveness at the conference table depends upon overstating one's demands.

Why would you want to ask for more than you expect to get?

1) It allows room to negotiate. You can always come down but you can never-or almost never-go back up once you have named a number.

At a mediation recently we learned that the other side was still considering our position to be the last number we gave before we filed suit a year earlier. A lot more was known about her physical condition and it was a lot worse than we had thought before filing suit. Finding out that our demand was twice the pre-suit amount, the other side was ready to walk out.

It took some careful work by a very skilled mediator to get them to stay.

2) Their valuation might actually be higher than yours.

Though rare in my business it does happen occasionally that the other side puts a higher value on the case than you expect. Starting with demand number much higher than your valuation allows them to come in at a number higher than yours.

My law school classmate Mel Smith used to say "the first one to name a number loses." Asking for more than you expect is a way of naming a number without naming a number.

3) It increases the perceived value of your case.

By asking for a lot you cause the other side to begin to see your case as valuable.

4) It sets the stage for settlement

Asking for more than you expect sets the stage for you to come down (to your true valuation) and the other side feels they have had a success and got a good bargain.

Robert Cialdini in "Influence-Science and Practice" describes this as "perceptual contrast."

"There is a principle in human perception, the contrast principle, that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is."

You have made your opening demand fairly different by asking for a lot more than you expect. This makes your case seem more valuable and also allows the other side to take a huge win from the fact that they were able to settle the case much lower than the opening number.

Downside

A downside of asking for more than you expect is that sometimes you won't be taken seriously by your opponent. Your demand may be too far out of their conceptual ballpark. In that case they might make a very low offer in response or not make an offer at all.

The solution? Communication. Talk to them. Ask what is going on. Why aren't they offering? Or, why are they offering so little? They'll tell you and that will give you the clue to your next move.

Summary

Ask for more than you expect to get. You just might be surprised and at the very least you have set the stage for a successful resolution.

About the Author:
Rex Bush is founder of Bush Law Firm near Salt Lake City, Utah where he handles personal injury cases in Utah and throughout the United States and Canada. For information on personal injury issues visit his website: Utah Personal Injury Attorney

Article Source: http://www.articlesbase.com/law-articles/personal-injury-negotiating-the-first-thing-you-gotta-know-946931.html