The Art of Renegotiation

28 Nov ’05

Via The Wired GC, an article in Harvard Business School’s Working Knowledge by Jeswald Salacuse on renegotiating a bad deal. One of the many aspects that resonated with me was the importance of the relationship to creating the right conditions for productive renegotiation.

Many counsel do not appreciate the impact that their attitude can have on the client’s attempts to develop a productive relationship, and how damaging a selfish focus can be to the client’s interests. This situation is a good example of how an off-the-rails relationship can affect the client down the road. Message to counsel: “don’t be evil” – it’s not just for the Googles of the world.

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