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Lawyer

 

Disciplines > Negotiation > Negotiation tactics > Lawyer

Description | Example | Discussion | See also

 

Description

Be like a lawyer, cross-examining the witness and postulating probabilities.

Draw them out, give them rope and let them hang themselves.

Use logical arguments that are rational and show cause-and-effect.

Quote chapter and verse of laws and regulations. Or just name the rules.

Ask searching and direct questions that surprises them into 'confessions'.

Be passionate about legitimate and correct causes.

Follow the law, either in the letter or the spirit (or maybe both).

Example

So, Mr Jones, tell me more about what you want to gain from this, and why this is a legitimate goal.

Yesterday, Jeffery, you said you have not been to see anyone else, yet I have it on good authority that you were seen leaving Alco's offices last week.

Does this product conform with all Federal and European emissions regulations, including the recent reduction targets?

Discussion

Lawyers succeed by preparing long before the show begins. They are also very well qualified and usually extremely sharp and intelligent. You do not need to be as clever as a lawyer -- just acting like one will make many people think you are as clever as one.

Lawyers also succeed by confusing and dominating their subjects, asking a barrage of questions and not letting the other person finish or letting them talk themselves into trouble.

See also

Questioning techniques, Argument, Invoke Rules

 

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