Why Sharing Offer Packages Directly with Plaintiff Attorneys Works

Ron Morrison on why transparency creates leverage in negotiation.

In our SigmaSight webinar, Ron Morrison described a breakthrough realization: keeping your best arguments hidden isn’t as powerful as it used to be. When defense teams send AI-enabled offer packages directly to plaintiff attorneys, transparency becomes a tool for leverage.

“Sending it directly to the plaintiff attorneys and letting it speak for itself has been by far the most effective.” – Ron Morrison

Why direct sharing matters

• Transparency builds credibility: Plaintiffs see the reasoning behind your number, not just the number itself.
• Clients get aligned earlier: Plaintiff attorneys can walk their clients through risks and realities before mediation day.
• Negotiations accelerate: With the full picture on the table, there’s less posturing and more progress.

The risk of holding back

The old approach—saving your best points for trial or mediation—made sense when most cases went to trial. But with fewer than 2% of civil cases reaching a jury, withholding arguments only prolongs negotiation and inflates costs.

A modern approach with AI

AI-generated offer packages make sharing easier:

• Organized, persuasive, and evidence-backed
• Professional in format, easy to digest
• Consistent across cases and staff experience levels

By sending these directly to plaintiff counsel, defense teams reframe the case earlier and push for realistic resolutions sooner.

Watch the full webinar

Ron’s insight on direct sharing is one of many lessons from our panel on modernizing defense negotiation.

👉 Watch the whole webinar here

‍