How to Negotiate Better: Strategies and Tactics Lawyers Actually Use

In this episode of The Glamorous Grind, employment attorney Mila Arutunian and family law specialist Ilona Antonyan break down the negotiation strategies they use in law, business, relationships, salary discussions, settlements, and everyday life.

They have very different negotiation styles, but both believe one thing matters: your strategy has to fit who you actually are.

Trying to act overly aggressive when that isn’t your personality—or forcing yourself to be overly soft when you’re naturally direct—can make you less effective. Great negotiation starts with understanding your strengths, knowing what you want, and deciding what you are genuinely willing to walk away from.

NEGOTIATION TACTICS THAT ACTUALLY MATTER:
🔹 Why information gives you negotiating power
🔹 Why urgency can become expensive
🔹 Why the person willing to wait may have more leverage
🔹 How to evaluate your best-case and worst-case scenarios
🔹 Why experienced negotiators look at both sides of the story
🔹 When walking away may actually strengthen your position
🔹 Why authenticity matters more than copying someone else’s negotiation style

WHEN LAWYERS NEGOTIATE:
🔹 Why some cases settle right before trial
🔹 How litigation costs influence settlement decisions
🔹 Why leverage can include time, money, evidence, and confidentiality
🔹 How employment and family law negotiations can differ
🔹 Why knowing the weaknesses in your own case matters
🔹 Why being a great trial lawyer doesn’t automatically make someone a great negotiator

RED FLAG OR GREEN FLAG?
🔹 “This offer expires tonight”
🔹 Rejecting a first offer without countering
🔹 Refusing to negotiate until the other side apologizes
🔹 Negotiating only through email
🔹 Revealing weaknesses in your position
🔹 Accepting a verbal promise because you trust someone

ADVOCATING FOR YOURSELF:
🔹 How to ask for more money after receiving a promotion
🔹 How to push back when a client expects work outside your agreement
🔹 How to set boundaries with family
🔹 Why silence can be a powerful negotiation tool
🔹 How practicing uncomfortable conversations can build confidence
🔹 Why you shouldn’t repeatedly text or call when the other side isn’t moving

And finally, Mila and Ilona explain one of the most important negotiation lessons:

If you desperately want the deal, don’t advertise your desperation.

Sometimes the strongest move is to stop texting, stop calling, step back, and give yourself time to think.

Poker face. Poker fingers.

Hosts: Mila Arutunian & Ilona Antonyan