Mailly Law May 2019

May 2019


Inside the Art of Negotiation Understanding What It Takes to Make a Deal

Throughout my legal career, my interests have been diverse, but my goal has always been to get the best possible result for my clients. One client, a CEO of a $5 billion company, helped me understand one of my strengths that has since become one of my passions. He told me that I was quite a skilled negotiator. After thinking about his comment, I realized I am most at home when I’m negotiating. I love the chess match that takes place in these sessions: the push and pull, the jockeying for position, the compromise, and the thrill of the deal. I am proud to be able to offer my years of negotiating experience to my clients to get them the best possible outcome for their executive retention agreements. Most importantly, I bring with me the innate ability to know when to stop or when to push things a little further to get those results. These techniques can only be learned through countless hours of tense negotiations. You have to know when to call a bluff and when to fold, so to speak. For example, you wouldn’t go to a car dealership and immediately offer them top dollar for a vehicle. On the other side of the coin, they wouldn’t immediately try to sell you the car for the price they bought it for. I have the unique ability to find a middle ground that

Around the time when these realizations began to take hold, I was having lunch with a talented colleague who would later become the general counsel for a major Fortune 500 company. But before he held that title, he took a job offer for a respectable but less lucrative position. He explained to me that in his talks with this employer, he felt he had no ground to stand on. He wanted the job and looked forward to performing it, and the benefits were decent

agreements. They are concerned the ruffled feathers may not be easily smoothed. This is why people seek my counsel. Instead of them taking the blame for being a jerk, I get blamed as the hard-ass lawyer. I have no fear of taking the tough position and assuming the role of the no-nonsense negotiator. I’m always prepared to fight, and I’m more than happy to do it. At the end of the day, if you’re not willing to walk away from a deal, you’re bound to get the short end of a business transaction. After years of negotiating countless deals, I’ve learned you can’t always have everything you want, but you can have most of it if you negotiate well. Most of the executive professionals I work with are extremely intelligent and skilled business negotiators, but they aren’t good negotiators for themselves . That’s where I come in. To learn more about what Mailly Law can offer you, give us a call at 714-384-6531 or visit our website anytime at We’re ready to talk when you are.

“I am proud to be able to offer my years of negotiating experience to my clients to get them the best possible outcome for their executive retention agreements.”

works for both parties. Although, the way I see it as a fierce competitor, there is usually some semblance of a loss at the end. I work hard to see to it that my client isn’t on the losing end. Though I have taken some strong positions on behalf of my CEO clients, I have never lost a job offer for a client because I know when the fine line shouldn’t be crossed.

enough, but he didn’t know where to draw that line and how to negotiate for everything he deserved. He just didn’t have it in him to be hard-nosed with his new employer. Many people, even senior executives, fear they will negatively impact their future association with an employer if they take a hard-line position while negotiating their employment

-Guy Mailly | 1

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