Adaptive Negotiation Skills Workshop Featuring Lee Jay Berman 2019

Product ID: CA2939M
Presented By: State Bar of Wisconsin PINNACLE

There’s a science to negotiating

Learn the science and strategy of successful negotiations at this lively, interactive, full-day program that uses role-play simulations, case studies, and high-energy, interactive lectures for maximum skill development.

Blend two main strategies

Adaptive Negotiation Skills Workshop will cover both negotiation strategies:

Read More

Select a Format

In-person seminar - Madison
Webcast seminar

Pricing

Member $299.00

Non-Member $399.00

7.5 CLE

Date and Time

Thursday, September 26, 20198:30 AM - 4:15 PM CT

Add to Calendar 9/26/2019 8:30:00 AM 9/26/2019 4:15:00 PM America/Chicago Adaptive Negotiation Skills Workshop Featuring Lee Jay Berman 2019

There’s a science to negotiating

Learn the science and strategy of successful negotiations at this lively, interactive, full-day program that uses role-play simulations, case studies, and high-energy, interactive lectures for maximum skill development.

Blend two main strategies

Adaptive Negotiation Skills Workshop will cover both negotiation strategies:

  • Distributive bargaining—the competitive side, used to claim value effectively
  • Integrative bargaining—an interest-based negotiation, used to collaborate and build relationships

Skilled attorneys must understand and practice both methods of negotiation to develop nuanced styles that blend these strategies for maximum client outcome.

Negotiate with confidence

Participants will leave with a strong understanding of the different negotiation styles, having practiced employing each, and then having practiced the combination of the two. You’ll have greatly increased self-confidence as you approach your next real-life negotiation.

5302 Eastpark Blvd. Madison, WI 53718 alMYBcCwJzBnuVRvlmHo61032

Location

State Bar Center
5302 Eastpark Blvd.
Madison, WI 53718

→ View Map and Directions

Log in to register.

Quantity:
Maximum quantity must be less than or equal to 1.

There’s a science to negotiating

Learn the science and strategy of successful negotiations at this lively, interactive, full-day program that uses role-play simulations, case studies, and high-energy, interactive lectures for maximum skill development.

Blend two main strategies

Adaptive Negotiation Skills Workshop will cover both negotiation strategies:

Read More

Lee Jay Berman is one of the nation's top commercial mediators who counsels lawyers in negotiation strategy every day. In his 25 years working with attorneys to settle over 2,400 cases, he has seen even the best attorneys leave money on the table. Lawyers could be more successful if they understood adaptive negotiation strategy, including those tactics being used against them by opposing counsel.

8:00 a.m. : Registration

8:30 a.m. : Introduction to Training, Sign Posting the Day

  • Define Negotiation
  • Professional / Personal Skills

COMPETITIVE NEGOTIATION
8:40 a.m. : Distributive Bargaining

  • Negotiation means dealing with mixed motives

9:25 a.m. : First, Avoid Exploitation

  • Axelrod’s Four Steps for Avoiding Exploitation

9:55 a.m. : Break

10:0 a.m. : You’ve Got Mail - Negotiation Exercise

  • Prepare (keep track of offers and counter-offers)
  • Negotiate
  • Collect Results and Debrief
  • Major Teaching Points (interactive lecture)

11:25 a.m. : Break

12:05 p.m. : Question and Answer

12:30 p.m. : Beyond Avoiding Exploitation, Our Job is to be Successful

  • To do so in competitive negotiation, we must use the predictability of distributive bargaining
  • Introduction to distributive bargaining
  • Identify elements of distributive bargaining
  • Winner’s Curse

1:00 p.m. Opening Offers

  • Opening strategies / key questions
  • Do I open or do I let the other side open?
  • If I choose to open, where do I open?
  • Discussion: ranges of opening
  • Discussion: strategies of opening

COLLABORATIVE NEGOTIATION
1:30 p.m. : Integrative Bargaining

  • To build strong relationships, we must use the creativity of integrative bargaining
  • Cross arms - interactive discussion
  • Stories illustrating integrative negotiations

2:00 p.m. : Break

2:15 p.m. Positions vs. Interests

  • Diagram negotiation with positions and interests (lecture)
  • Outline roadmap to integrative process
  • Introduction of "go below the line"
  • Seek reasons behind positions
  • Ask "what / how" questions
  • Listen to understand
  • Invent, develop, and evaluation options

3:00 p.m. : BankTec v. San Diego Federal (Role Play Simulation)

  • Prepare (think about being as creative as you can)
  • Negotiate
  • Collect Results and Debrief (interactive discussion)
  • Explore Distributive / Integrative Aspects

3:30 p.m. Negotiation Style

  • Style v. substance
  • Axelrod's rule 4 - be clear!

3:50 p.m. : How Do You Define Success?

  • Continuum of success
  • Axelrod's rule 4 - be clear!

4:10 p.m. : Final Comments and Questions

4:10 p.m. : Program Concludes

Following program start times, webcast replay schedule will vary slightly from above listed times.

  • Negotiate better agreements for your clients
  • Gain practice with competitive and collaborative negotiation styles and know when to blend the two
  • Understand the strategy behind different negotiation tactics
  • Avoid being exploited in a negotiation by utilizing Axelrod’s Theory
  • Distinguish positions from interests and find alternative, non-monetary solutions
  • Litigators
  • Transactional attorneys
  • Claims professionals
  • Contract negotiators
  • Client service professional
  • Managers at all levels

Be a star both in and out of the courtroom with the State Bar of Wisconsin PINNACLE® National Presenter Series. Receive coaching from nationally recognized speakers with experience helping lawyers rise to the challenges of today’s legal landscape.

0 Customer Reviews
5 star
0%
4 star
0%
3 star
0%
2 star
0%
1 star
0%

Customer Reviews

Share your thoughts with other customers by being the first to review this product and or seminar.