Chapter 9Techniques: Creating a Successful Negotiation
Plaintiff attorney Walter Garrett stared across the room at defense attorney Sarah Jenner. Walter’s client Jessica Davis had suffered neck and back injuries, fractured ribs, and a head injury. After months of treatment, Jessica had chronic pain. Her brain injury prevented her from being able to return to her job as an accountant. Jessica’s debts were mounting. Her landlord had given her an eviction notice. “Please settle my case for as much as you can,” she told Walter. “I am reaching the end of my rope.”
Sarah said, “I know you want $750,000 for your client. Frankly, I don’t agree your client’s case is worth that. My carrier is prepared to offer $350,000.” “Outrageous,” sputtered Walter. ...
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