What do hostage negotiators and negotiation scholars have in common with successful plaintiff attorneys? Both understand that psychology often drives outcomes more than raw facts or numbers. This masterclass combines real-world negotiation psychology that can be applied to litigation strategy, showing how to apply elite-level techniques to harassment, discrimination, and retaliation cases. Explore the use of tactical empathy, labeling, and controlled “no’s” to guide toward “yes,” as well as sequencing offers, framing fairness, and managing perceptions of value. Through candid discussion and examples, participants will learn how to counter manipulative defense tactics, give the illusion of control while steering outcomes, and design deals that maximize client recovery.

Key discussion areas include:

• Tactical empathy and labeling strategies borrowed from hostage negotiation
• Using “no” as a pathway to “yes”
• Sequencing offers and building subjective value in negotiations
• Leveraging fairness as a persuasive tool
• Countering manipulative defense tactics with psychological insight
• Real-world simulations applying advanced theory to plaintiff-side practice