Navigating Hardball Tactics

Hardball tactics—such as refusing to cooperate, engaging in manipulation, or outright aggression—push many lawyers to their breaking point. Some fold, while others fight, and in the end, neither serves our clients. Fighting fire with fire may feel satisfying, but most lawyers who try to "out-alpha" the other side only end up in costly deadlocks, losing client confidence and value in the process. Expert negotiators take a more nuanced approach; they leverage advanced techniques like pivoting, nudges, wall-breakers, and polite rejection to defuse hardball tactics and maintain control of the conversation (without giving in). This seminar is ideal for those frequently involved in high-stakes or contentious negotiations.