Lawyers are rarely trained to negotiate. Yet the practice of law involves daily negotiations ranging in seriousness from requests for information to settlement discussions. This course introduces delegates to the techniques of successful negotiators and to the negotiation methods which were created to bring about the most principled agreements. Delegates learn the principles and then apply them to real negotiations.
This course is a 3 hour programme. It is designed for up to 10 delegates. It is a mixture of short presentations, group exercises and feedback and discussion sessions. It is accredited for 3 CPD hours.
Topics covered
§ Planning a negotiation;
§ Recognising negotiation techniques;
§ Identifying negotiable issues;
§ Considering settlement options;
§ The importance of questions;
§ Interests negotiation; and
§ Reflective learning.
Learning outcomes
The aim of this course is to enable the delegates either to learn how to or (if they have already learned) to practise their skill in how to:
§ Appreciate the importance of planning a negotiation;
§ Recognise and become familiar with various techniques of negotiation;
§ Identify a number of negotiable issues in a negotiation;
§ Consider a range of settlement options for each negotiable issue;
§ Appreciate the importance of questions in a negotiation;
§ Avoid behavioural pitfalls in a negotiation; and
§ Understand the principles of interests negotiation.
