Settlement Negotiation Battlecards
Recall settlement negotiation moves grounded in BATNA and objective criteria.
What is BATNA in a claims settlement? The realistic path if no settlement is reached: defense cost, verdict range, timing, risk, and leverage. It is not bravado. It is the no-deal comparison. Deadline pressure: reflex or disciplined move? Compare A deadline matters only after you know the cost and risk of not settling. Objection: "Your offer is insulting." Your offer is insulting. Use when the other side attacks the number instead of the criteria. Your line I hear that you see the case differently. Our number is tied to the liability split, prior records, and venue range. Show me the…
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