Courses for lawyers
Negotiation skills
Synopsis
An introduction to planning and handling successful negotiations.
This course focuses on effective strategies and tactics, both how to use them and how to react to them.
Outcomes
As a result of attending the course, you will:
- plan more effectively
- choose negotiation strategies and techniques that work
- identify and use negotiation levers to get the best results
- respond successfully to the techniques used by others
Content
What is a negotiation?
Defining the term and understanding your aims
What do skilled negotiators do?
Identifying the behaviours that work, and those that don’t
Competitive or co-operative negotiation?
Characteristics, advantages and disadvantages
Breaking deadlocks
Techniques for making progress
Identifying personal styles
How to develop a range of approaches
Controlling your emotions
Preparation
Why you should identify gaps in your knowledge
How to set objectives, identify the important issues, and select the right strategy
The negotiating process
When and how to open a negotiation
Making proposals, making concessions, and using deadlines
Deciding when to stop negotiating
| Format
A practical course based on two or three negotiations which can be tailored to suit you. Examples include: 1. The 'Red and Blue' Game Based on the 'Prisoners’ Dilemma', this task is a negotiation between two teams trying to achieve the same result. Team members have to negotiate with each other in order to develop a strategy, and then communicate effectively with the other team. They learn about competitive and co-operative negotiation, personal styles, and building and undermining trust through decision making. 2. Sale/purchase exercise Multiple teams prepare and conduct negotiations to sell or buy a commodity. Team members learn about asking questions to collect information, listening actively, and using effective opening positions. They also learn to handle several issues simultaneously. 3. Handling a complaint Multiple teams prepare and conduct negotiations in relation to a complaint. Team members learn about persuasive and non-persuasive behaviours, problem solving, and fighting over differences. This negotiation also introduces client-handling. The tutor’s input is entirely in the form of feedback on the delegates’ work during and after the negotiation exercises. This course requires two adjacent rooms. Duration 4 hours Delegates Lawyers and support staff at all levels Maximum 8 per course Tutors |