Burris Speaks About Negotiation Techniques
The Washburn Business Law Society hosted Brian Burris, Class of 1988, on Monday, January 24, 2005. Burris, Assistant General Counsel with Raytheon Aircraft Credit Corporation and Raytheon Airline Aviation Services, LLC, spoke on negotiation.
Burris spoke to students about the role of a business lawyer.
He stressed the importance of knowing how your client's business works. Burris said that a lawyer is there to give legal advice and not business advice, and cautioned students to be careful when giving business advice.
Burris told students that negotiation is a game with no rules, so a lawyer needs to use the leverage that he or she has to reach the client's goals. He said that a lawyer must thoroughly understand the client's objectives, as well as what the other party wants. When negotiating, Burris said the first thing he asks the other party is what they want to get out of the negotiation.
Burris also emphasized the different tools and tactics that lawyers use in negotiating, including: bait and switch, letters of intent, reservations of rights, good cop/bad cop, chipping, walking away, playing dumb, and taking advantage of the newbie.
Burris stressed that lawyers use many different styles in negotiation. Because a lawyer will get a reputation based on that style, Burris said to be true to yourself and keep your personal integrity.
This was Burris' second time speaking at Washburn this academic year. In October, he spoke to students about international business transactions.
Blake Reitz contributed this article.
