Power lawyer Philip Rosen shares his negotiation secrets

I love love love watching people and

trying to figure out what's going on in

their heads trying to figure out what's

next in the negotiation trying to figure

out what's distracting them and what

their focus is I represented clients

such as Macy's when they did their

leveraged buyout the estate of Sal

Goldman actually saw Goldman himself who

was the largest landowner in in New York

and I've lived through from 1982 until

today for real estate cycles ups and

downs which is something that gives me a

lot of pride because I've been busy all

four cycles 90% not more of the clients

in the real estate space are tough on

the outside but there's a soft spot

inside they're like the what's the

Israeli fruit the Sabra tough on the

outside really soft inside the main

thing is in order to be a good

negotiator you have to also understand

the other side's concerns and the other

side's interests you can't just

understand yours and you can't just

advocate for your position it's really

important that you develop a friendship

or relationship with the other side and

not look at everything as a as a war you

know there's a beautiful saying by Abe

Lincoln discouraged litigation as a good

commercial lawyer that's your goal is to

resolve things not through litigation

litigation is a tool but to resolve

things through negotiation and in

settlement I always hate it when the

client on the other side shows up with

the litigator as well as his real estate

lawyer for the first meeting that

indicates to me that is not really

interested in coming to a peaceful

resolution the way I focus my attention

is I always pick out before I enter in a


Asian the five or six or eight or nine

items that are extremely important to my

client to go through a document and pick

an issue on each and every page and you

know some of them do it on each and

every paragraph that's a mistake because

what you end up doing is you end up

losing the forest through the trees

probably my most important lesson when

when you have an organization that

you're representing is to deal with the

most junior person and the most senior

person the same way you treat them with

respect you try to convey to them that

you want to come out of this with a

win-win and hopefully they go in that

direction you know hopefully when you

mentioned my name they'll say he's a

really good guy and he's really smart

and to me that's the wind