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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

Peter Kinch
Doug Robinson

To discuss how we can help call Linda Moran on 0114 273 8300 or email Linda@KinchRobinson.com