6600 Settlement Negotiation Skills for Lawyers
Price: $ 119.00 (USD)
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You will receive 1 credit (CE) upon completion of this course.
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Course Description
The negotiating table is not a courtroom. A surprisingly common error that attorneys make in negotiating settlements is not asking for a sufficient amount in your initial demand. Learn how to avoid this and other potentially costly mistakes while maximizing your chances of achieving an optimal settlement in this practical, skills-focused course, which explores the unique characteristics of settlement negotiations and discusses strategies and tactics for traditional bargaining and the mutual gains framework for negotiation.
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Course Outline
Settlement Negotiation Skills for Lawyers
I. Overview
II. Characteristics of Settlement Negotiations
A. Past Situation
B. Single-Issue and Zero-Sum
C. No Significant Relationship
D. Minimal Communication
E. The Litigation Alternative
III. Traditional Bargaining Approach
A. Traditional Bargaining Defined
B. Ask for More Than You Need
C. Responding to the First Offer
D. Splitting the Difference
E. Who Should Make the First Offer?
F. When to Split the Difference
G. Making Concessions
H. Tactics
1. Silence
2. Appeal to Higher Authority
3. Good Cop/Bad Cop
4. “Take It or Leave It” Offers
5. Walking Away
IV. Mutual Gains Negotiation
A. Underlying Interests
B. Alternatives and Options
C. Legitimacy and Relationships
D. Communication and Commitment
V. Negotiation Tips
A. Things to Do
B. Things You Shouldn’t Do
VI. Summary
AfterWordsSM
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I. Overview
II. Characteristics of Settlement Negotiations
A. Past Situation
B. Single-Issue and Zero-Sum
C. No Significant Relationship
D. Minimal Communication
E. The Litigation Alternative
III. Traditional Bargaining Approach
A. Traditional Bargaining Defined
B. Ask for More Than You Need
C. Responding to the First Offer
D. Splitting the Difference
E. Who Should Make the First Offer?
F. When to Split the Difference
G. Making Concessions
H. Tactics
1. Silence
2. Appeal to Higher Authority
3. Good Cop/Bad Cop
4. “Take It or Leave It” Offers
5. Walking Away
IV. Mutual Gains Negotiation
A. Underlying Interests
B. Alternatives and Options
C. Legitimacy and Relationships
D. Communication and Commitment
V. Negotiation Tips
A. Things to Do
B. Things You Shouldn’t Do
VI. Summary
AfterWordsSM
More Information
| Language | English |
| Course Length | 1.13 hours |
| Duration of Access | for 3 months from day of enrollment |
| Continuing Education Credits | 1 |
| 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)
Add to Cart