6595 Negotiation Skills for Lawyers
Price: $ 119.00 (USD)
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You will receive 1.5 credits (CE) upon completion of this course.
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Course Description
This course illustrates a wide range of practical tactics for winning a negotiation. The seven element model for a mutual gains negotiation is outlined, and useful skills such objective criteria, silence, open-ended questions, repetition and reframing, empathy, and persuasion (among others) are explained, along with techniques for effectively �closing� the deal and for countering negotiation games (e.g., good cop/bad cop) from the other side.
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Course Outline
Negotiation Skills for Lawyers
I. Focus on Skills
II. Course Agenda
III. Course Goals
IV. Mutual Gains Negotiation
A. Interests, Alternatives
B. Options, Legitimacy, Commitment
C. Relationships, Communication
D. Using the Seven-Element Model
V. Phases of Negotiation
A. Pre-Negotiation
B. Preliminaries and Bargaining
C. Start With Engagement
D. Ground Rules
VI. Skills
A. Overview of Skills
B. Be Curious
C. Communication
D. Use Open-Ended Questions
E. Use Short Questions
F. Patience
G. Repeat, Paraphrase, Reframe
H. Ask Another Question
I. Collaborative Atmosphere
J. Avoid Surprises
K. Promote Face-Saving
L. Acknowledge and Validate
M. Empathy, Optimism
N. Persuasion
1. Know the Limits
2. Present Other Party’s Benefits
3. Give Reasons
4. Use Objective Criteria and Silence
O. Use the Seven Elements
P. Moving to a Conclusion
1. Hypotheticals, Trade-Offs
2. Creating Packages and Building Commitment
VII. Difficult Behaviors
A. Some Bad Behaviors
B. Countering Bad Behavior
C. Examples
VIII. Conclusion
AfterWordsSM
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I. Focus on Skills
II. Course Agenda
III. Course Goals
IV. Mutual Gains Negotiation
A. Interests, Alternatives
B. Options, Legitimacy, Commitment
C. Relationships, Communication
D. Using the Seven-Element Model
V. Phases of Negotiation
A. Pre-Negotiation
B. Preliminaries and Bargaining
C. Start With Engagement
D. Ground Rules
VI. Skills
A. Overview of Skills
B. Be Curious
C. Communication
D. Use Open-Ended Questions
E. Use Short Questions
F. Patience
G. Repeat, Paraphrase, Reframe
H. Ask Another Question
I. Collaborative Atmosphere
J. Avoid Surprises
K. Promote Face-Saving
L. Acknowledge and Validate
M. Empathy, Optimism
N. Persuasion
1. Know the Limits
2. Present Other Party’s Benefits
3. Give Reasons
4. Use Objective Criteria and Silence
O. Use the Seven Elements
P. Moving to a Conclusion
1. Hypotheticals, Trade-Offs
2. Creating Packages and Building Commitment
VII. Difficult Behaviors
A. Some Bad Behaviors
B. Countering Bad Behavior
C. Examples
VIII. Conclusion
AfterWordsSM
More Information
| Language | English |
| Course Length | 1.58 hours |
| Duration of Access | for 3 months from day of enrollment |
| Continuing Education Credits | 1.5 |
| Instructor | M. Cohen |
| Vendor | Cognistar (Read more about Cognistar accreditation.) |
| Course Certification | CLE credit available, see details for each course for states where available |
| Prerequisites/Audience | intended for attorneys and law students |
| Requirements/Materials Included | computer with Internet access |
Price: $ 119.00 (USD)
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