Negotiation Skills for Lawyers

Negotiation Skills for Lawyers

Live Online

Virtual classes –
tailored for your staff


At your office –
tailored for your staff

Negotiation Skills for Lawyers helps you select the right strategies and tactics, plan the negotiation, and then negotiate confidently whatever the other side’s approach.

Our Negotiation Skills for Lawyers course is the perfect practical introduction to planning and handling high-stakes negotiations.
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Course Content

We have adapted all our negotiation skills training so that it can be delivered as a remote course, whilst maintaining its practical and interactive features. We will provide support to attendees with IT assistance to ensure their online remote training experience is streamlined and engaging.

For content see Face-to-face course.

Negotiation Skills for Lawyers Live Online Course

2 - 3 hours

Junior lawyers and any law firm staff involved in negotiations


Negotiation Skills for Lawyers is a practical course and an ideal introduction to planning and handling successful negotiations. The course focuses on effective strategies and tactics, both how to use them and how to react to them, and includes engaging and challenging practical work involving listening and understanding, presenting arguments, assertiveness and co-operation. The course tutor’s input is almost entirely in the form of feedback on the delegates’ work during and after the negotiation exercises. If you have never negotiated in a professional capacity, or you are a lawyer who simply wants to improve your negotiating skills, this course will be ideal.


Negotiation skills are important in most legal work types and this course covers a range of techniques that you can use in any negotiation when representing clients.

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 and controlling your emotions

  • 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
Examples of negotiation tasks
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.


As a result of attending the course, you will:

  • plan negotiations 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


This course requires two adjacent rooms.

Negotiation Skills for Lawyers Face-to-face Course

2 - 6 hours depending on your requirements

Junior lawyers and any law firm staff involved in negotiations


Doug Robinson website image
Doug Robinson
James Welsh website image
James Welsh
Tanya Gass


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We think our training is the ‘bee’s knees’ but don’t just take our word for it. Read what our clients have to say about us on our testimonials page.

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Business Writing

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I really enjoyed the course. Peter is a great instructor and kept me engaged throughout the whole session.
Zoe Belucci
Warner Bros
14 July 2011
Course was excellent - just the right level, not patronising and will help me to improve my writing without a doubt.
Laura Gillies
Stephenson Harwood
12 October 2011