Our attorneys are trained in and practice a form of interest-based negotiation. In our experience, interest-based strategies and methods consistently produce more favorable outcomes with lower transaction costs than more typical positional bargaining. Our training gives us strong across-the-table skills that enable us to effectively identify and crystallize issues, overcome impasse, and create value for our clients. In addition, we are adept at assessing and advising on structural leverage and other areas of negotiation power to help our clients get the best deal possible. As an additional service, we regularly offer negotiation training for in-house counsel and business teams upon request.
Representative Experience
Lead negotiator for major property and casualty insurance company on enterprise performance management software contract. Successfully introduced and negotiated solution to an inter-operability issue that threatened to sink the deal.
Led negotiation team for independent statewide health information exchange in negotiation of key information technology agreements for full scale deployment of one of the first (and largest) statewide health information exchanges in the country using clinical data.
Lead negotiator on behalf of a New England-based insurance company in connection with replacing a home-grown IT system (including self-hosted servers and legacy software platforms) with an outsourced core insurance platform consisting of a policy administration system, claims processing and settlement solution, rating engine and underwriting and decisioning tools. When the vendor’s in-house counsel proved to be an obstacle to compromise and progress, we suggested and implemented strategies to minimize counsel’s role to enable the vendor’s senior business leaders to make key decisions.