How do civil lawyers negotiate with each other?

It will be more and more difficult for lawyers to obtain the source of the case, and every source of the case is hard to come by. Under this irreversible development trend, lawyers need to work hard to improve the success rate of case discussion in order to occupy a favorable position in the fierce market competition. Not much to say, direct dry goods!

First: don't fight an unprepared war.

1, know who to negotiate with.

Before formal negotiations, we'd better have a process of getting to know each other with our customers, such as getting some basic information by phone, which is very beneficial for us to enter formal negotiations.

What we need to know about negotiating customers includes:

(1) Who are we talking about? Understand his basic information, background, industry and field; Whether you have experience in purchasing lawyer services; Who is the man you are negotiating with? Does he have the right to decide? What is his personality and character?

(2) What do customers need lawyers to do? What kind of service do you need us to provide or what kind of service, such as litigation or non-litigation; What fields does his business involve; What kind of goals does the customer have; Can you provide some background information or some information about the affairs to be entrusted in advance?

2, on the basis of a preliminary understanding of customers, do some professional homework.

(1) Inquire about relevant laws and regulations, compare similar cases and understand relevant judicial practice.

(2) Be prepared for how to quote, and also understand the charging standards of other law firms and peers.

(3) At the same time, we should know the potential customers' ability to pay, reputation and operating conditions, which is the basis for us to measure the charging method.

3. According to the above information, determine the negotiation strategy.

When interviewing and receiving, it is best to talk to the customer with a legal plan; Or talk to customers with case materials. In the absence of any preparatory work, it is the lowest way to entrust the conversion rate by directly talking to customers orally or directly quoting prices. Direct quotation is nothing more than a price war. To make a legal plan is to strive for litigation strategy, professionalism, experience in handling cases, advantages of law firms and customer experience, but price is not the most important factor.

The advantages of being prepared in advance are:

1, you are familiar with the case, know the cause and effect, and you can talk to the customer, so the customer will have trust.

You have pointed out the risk of this case. When the client knows the worst outcome of the case, he will establish risk awareness.

3. You have given the risk solution, and the customer knows the general trend of the case, which will reduce anxiety.

4. The litigation strategy you issued is really feasible, and customers will have full confidence in you if they know how to file a lawsuit.

5, you are in the forefront, even if other peers offer very low prices, customers always feel that something is wrong and can't do it.

The profession of lawyer should make customers feel; The professionalism of lawyers should also make customers feel.

Second: show full confidence in the process of receiving the parties.

Only confident lawyers can win the trust of their clients. Self-confidence is not only the proficiency and professionalism of legal knowledge, but also the transmission of this self-confidence to the parties through language and methods. Let the client have trust in the lawyer.

Specifically, there are three levels:

The first is the belief in the law, the second is one's own ability, and the third is the situation of the parties.

Belief in the law is usually easily overlooked, and most parties will file a lawsuit only if they believe in justice, so lawyers should show their faith and affirmation in judicial justice. Second, you have to show absolute confidence in your ability and give the parties an irreplaceable position (because the parties will also shop around). The third is to show confidence in the case of the parties. The result is relative, not absolute. Of course, don't promise the unreasonable demands or expectations of the parties.

Third: be good at listening to the statements of the parties.

As an excellent lawyer, you should be good at listening. Learn to listen to each other's statements and try not to interrupt the customer's statements. We should also learn the guidance of "listen-ask-listen again-ask again". In this process and a short time after the end of this process, we should accurately sort out, summarize and summarize the information we have heard, and confirm the information. This is called the lawyer's ability to deal with strange information, which is very important.

What information was specifically confirmed? (1) What problems did the customer encounter? What happened to him?

(2) Has he ever entrusted other lawyers before?

(3) The main objectives and core needs of customers.

(4) Customer's situation, mood and expectation.

Fourth, in the process of interview and reception, we should talk more about entities and less about procedures.

It is necessary to make legal judgment and analysis after listening to the statements of the parties:

(1) accurately summarize the focus of the case dispute;

(2) Analyze the current advantages and disadvantages: first point out the difficulties of the case, and then point out the breakthrough.

Of course, we should not describe this case in too much detail. Not to mention the procedure, because many parties take advantage of the feature that most law firms do not charge for consultation and ask one by one. Lawyers should stop when it's time to stop. The ultimate goal of the talks is to sign the entrustment contract within a reasonable range. At this time, if the lawyer wants to take the initiative, he can talk about the lawyer's fee directly.

Fifth: the asking price of legal fees should be appropriate.

Several factors that lawyers need to consider when quoting;

(1) The difficulty of the case, the winning bid amount, whether the payment method is linked to the result (general agent or risk agent), the customer's expectation and service requirements.

(2) The scale and location of the customer's business.

(3) The decision-makers attach importance to the lawyer service.

(4) The lawyer's cost and profit expectation.

(5) The charging standards of peers.

(6) don't emphasize the lawyer's fee, but emphasize how much interest you will get if you win the case and how much interest you will lose if you lose the case.

Remember, customers never like cheap things, they like cheap "good" things, that is, cost performance. What we have to do is to let customers know that our price is very cost-effective compared with our professionalism and dedication, compared with our peers!

Luzhou case lawyer training courseware.