Document Type
Article
Publication Date
8-26-2020
Abstract
During the life cycle of a case, lawyers start with vague and tentative bottom lines, and they develop more precise and confident bottom lines as the case progresses. People typically are not candid with others – and sometimes even with themselves – about their real walkaway point (or “trip wire”) for ending negotiations. Indeed, “bottom line” claims are standard negotiation gambits using wildly inflated numbers that experienced negotiators and mediators routinely assume to be false.
Recommended Citation
John M. Lande,
WHAT’S A BOTTOM LINE?
(2020).
Available at: https://scholarship.law.missouri.edu/fac_blogs/8