Quote:
Originally posted by Bad_Rich_Chic
All ways of short-circuiting variants on the "if you can't hit the substance hit the table" strategy.
It is a bit tetchier to deal with in corp, I think, because in corp-world there aren't really many "precendents" or "regs" or other substantive authorities to ultimately fall back on - you have nothing but your experience. Therefore, someone claiming contrary relevant experience tends to hit at everyone else's insecurities in their basic competence in a way that might be different from other areas of practice. It takes some backbone to say "so what?"
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Somebody told me years ago the rule "Last man to speak loses." I think it comes from an ancient IBM sales manual. I've always tried to live by it (of course, not on this board) and it seems to work. The other one that I notice works is "Never raise your voice." I seem to notice that things don't go too well for me when I (a) say too much, i.e., have to get the last word in, and (b) get angry.
I think most people overprepare and script their arguments or negotiations, so that when they should be listening to what the judge or other side is saying, they're instead planning their next comment. Judges are acutely aware of this, and I think it offends them. It also wastes time.
