What Tactics Do Lawyers Use to Increase Settlements?

Settlement negotiation is an integral part of the legal process. This process involves discussions between parties with their respective lawyers to reach a consensus and avoid a court trial. Lawyers play a pivotal role in this negotiation process. With their legal insight, understanding of the case, and astute negotiation skills, they strive for a resolution in their clients’ best interest.

Tactics in Initial Negotiations

  1. Setting a High Initial Demand: It is a common tactic for attorneys to start with a high demand. This technique allows them to make concessions without compromising their clients’ rights.
  2. Importance of Justifying the Claim: When lawyers present a claim, they support it with compelling proof. This might include medical bills, expert testimonies, or case law.
  3. Lawyers’ Skill in Emphasizing Strong Points of a Case: Lawyers are skilled at accentuating the strengths of a case while downplaying its weaknesses. This tactic is critical in persuading the opposing counsel to agree to a higher settlement.

Mastering the Art of Negotiation

The ability to negotiate effectively distinguishes a great lawyer from a good one. Lawyers need to understand the opposing parties’ perspectives, counteract low offers strategically, and use silence as a powerful tool in negotiation.

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Techniques Lawyers Use During Mediation

  1. Influence of Presentation and Persuasion: Lawyers use persuasive techniques to present their cases. This can include effectively structuring arguments, employing the right tone, and strategically using evidence.
  2. Role of Evidence and Witnesses: In some situations, lawyers involve witnesses to provide live testimony during mediation. This tactic can add weight to the arguments and tilt the balance in their favor.
  3. Strategy and Timing of Settlement Proposals: When to propose a settlement during mediation is often as important as the amount proposed. The timing can influence the opposing party’s receptivity to the offer.

The Value of Preparation and Research

Successful negotiation rests on a firm foundation of sound preparation and extensive research. Here are some key components that underline their importance:

  1. Familiarity with Legal Frameworks and Case Precedents: Understanding the relevant laws and previous legal decisions can guide a lawyer to predict how similar cases have unfolded in the courts. This client provides them with valuable insights to steer the negotiation advantageously.
  2. Determining Demand Amounts: Research shines a light on clients of possible compensation that could be awarded in similar cases. It helps set up the initial demand and gives the lawyer a bottom line to bear in mind during negotiations.
  3. Knowing the Opponent: Taking time to gather intelligence from the opposing counsel aids in understanding their negotiation style, strengths, and potential weaknesses. This information can be tactically exploited during negotiations.
  4. Understanding the Client: It is crucial for a lawyer to thoroughly grasp the client’s situation, expectations, and priorities. This helps in aligning the negotiation strategies with the client’s best interests.
  5. Preparing a Strong Case: Comprehensive research of all aspects of the case empowers the attorney to build a most persuasive argument, justifying their client’s demand.
  6. Considering All Possible Outcomes: A good lawyer prepares for the best-case and worst-case scenarios. Any surprise turn of events or unprecedented challenges will not catch a well-prepared lawyer off guard.

Effectively Utilizing a Client’s Emotional Appeal

While it is imperative for an attorney to keep emotions at bay during negotiations, putting forward the client’s emotional trauma can significantly impact the negotiations. The human aspect of the legal dynamics of the discussion often leads to higher settlements.

Impact of Emotions on Negotiations

Emotions have a profound and often underestimated influence on the process and outcome of negotiations. Here, we explore how emotions can be both a boon and a challenge in settlement negotiations.

  1. Humanizing the Case: Emotions make the case more relatable and human. They highlight the pain, suffering, and hardship encountered by the client, which can persuade the opposing party to agree to a higher settlement.
  2. Garnering Sympathy: Exhibiting the emotional trauma faced by the client may elicit empathy from the opposing counsel. This sensitivity could sway the negotiations in favor of the client.
  3. Resisting Low Offers: The emotional attachment to the case enables the lawyer and the client to resist undervaluing their claim, particularly if they know the emotional toll the incident has taken.
  4. Communication: Emotion is a powerful communication tool. It conveys the severity of the situation better than any legal jargon, speaking volumes about the client’s trials and tribulations.
  5. Motivation: The emotional investment in the case can motivate the lawyer to pursue the best possible outcome with greater vigor – which often translates to higher settlements.
  6. Beware of Negative Impact: While emotions can work in favor of the claimant, unchecked emotions can also lead to irrational decision-making or counterproductive behavior. It is, therefore, crucial to keep emotions under control and not let them get in the way of clear thinking or compromise the negotiation process.

Employing Psychological Tactics

Persuasion and psychological tactics have a significant role in settlement negotiations. Understanding these psychological principles allows a lawyer to navigate the negotiation more strategically and can be a game-changer.

Avoiding Psychological Traps

Lawyers must have a firm grip on emotions to secure better settlement amounts for their clients. Both lawyer and client should avoid making impulsive decisions based on immediate emotional reactions. Steady temperament and considerable thought should be the ultimate guides to all decision-making.


The art and science of negotiation is an attribute that separates the good lawyers from the best. Meticulous research, strategic planning, and a strong understanding of human psychology are the primary tools in a lawyer’s arsenal to boost settlement amounts. While the journey towards a successful settlement is strewn with challenges, these tactics make the journey slightly less treacherous and more rewarding.