Outside Counsel Negotiation Cards
Recall negotiation concepts used in outside counsel fee and scope conversations.
Core concept What is BATNA in an outside counsel negotiation? The best alternative if the firm and client do not reach agreement. Examples include shifting work to another panel firm, changing scope, using internal counsel, or delaying non-urgent work. What is ZOPA in a fee conversation? The agreement range where the firm's acceptable terms and the client's acceptable terms overlap. If there is no overlap on rate, create overlap with volume, scope, staffing, success fee, or payment timing. Firm objection All of our clients are accepting a double-digit rate increase. Panel firm rate renewal call. Your line We are looking…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in