This document summarizes negotiating skills and techniques presented by Bart Greenberg. It discusses issues that can arise in negotiations such as unequal bargaining power between parties, personality issues between negotiators, and effective communication methods. Specific techniques are presented for dealing with difficult situations, including outsmarting opponents, staying within your means, and manipulating an opponent's greed. Examples are also provided to illustrate how these techniques can be applied.

1. Negotiating Skills and Techniques Presented by Bart Greenberg Manatt, Phelps & Phillips, LLP Continuing Legal Education

2. Bridging the Gap . . . Business Issues

10. Bridging the Gap . . . Unequal Bargaining Power

25. Bridging the Gap . . . Personality Issues

38. Bridging the Gap . . . Communication Methods

45. Questions?

46. Negotiating Skills and Techniques Thank you! Presented by Bart Greenberg Manatt, Phelps & Phillips, LLP (714) 371-2518 [email_address]