Lawyers often negotiate on behalf of their clients. For a lawyer to be effective as a negotiator, it is important to set aside the adversarial mindset and to prepare thoroughly. Look beyond the legal issues and understand what your client wants to achieve. These points are discussed more fully in my recent article, "Preparing for Negotiation," in the Bar Association of San Francisco Bulletin which can be accessed online by clicking on this link.
When getting ready to negotiate, mental preparation is key. Additional tips that will help you be effective in a negotiation session are discussed in my blog post on NWSidebar, an online publication of the Washington State Bar Association, which can be accessed by clicking on this link.