Bruce Cook, Esq

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Bruce Cook, Esq
Team 3 Natasha Jones Jeff Cook Lisa Martin
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Background

• Partner Voss, Cook Thel
• Contract attorney specializing in Real Estate
  Development negotiations
• Negotiating experience
• NSI

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Negotiation Style

• Distributive Negotiating
• Early Preparation
• Understand Conditions

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Negotiation Behaviors

• Dont rely on a set style
• Use tactics as appropriate to situation
• Prepare, Prepare, Prepare

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Negotiating Tactics

• Hardball
• Accommodating
• Escalate Tension
• Cooling Off
• Personal Credibility
• Create Leverage
• Decoy issues

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Negotiating Tactics Cont

• Avoid being first mover
• Fight Fire with Fire

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Negotiating Pitfalls

• Lack of preparation
• Personal
• Client
• Agreement at all costs

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Final Thoughts
Prepare early Keep goal in focus Avoid
Misunderstandings