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Advanced Negotiation Skills Workshop - Featuring Lee Jay Berman 2020

Product ID: CA3033R
Presented By: State Bar of Wisconsin PINNACLE

“I am not a sore loser. I just prefer to win, and when I don’t, I get furious.” — Ron Swanson, Parks and Recreation

Strike a better bargain

In American society, conflict is often chalked up to the idea that one person has to win and the other has to lose. However, conflicts don’t always need to amount to all or nothing. Arriving at a win-win solution is possible — if you possess the right mix of negotiation skills.

The Advanced Negotiation Skills Workshop will teach you techniques for negotiating better deals — even in seemingly impossible situations. In this interactive full-day program, prominent commercial mediator Lee Jay Berman will show you how to:

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Sponsored By

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Pricing

Member $329.00

Non-Member $429.00

Credits

8 CLE

Date and Time

Tuesday, December 01, 20208:30 AM - 4:45 PM CT

Add to Calendar 12/1/2020 8:30:00 AM 12/1/2020 4:45:00 PM America/Chicago Advanced Negotiation Skills Workshop - Featuring Lee Jay Berman 2020

“I am not a sore loser. I just prefer to win, and when I don’t, I get furious.” — Ron Swanson, Parks and Recreation

Strike a better bargain

In American society, conflict is often chalked up to the idea that one person has to win and the other has to lose. However, conflicts don’t always need to amount to all or nothing. Arriving at a win-win solution is possible — if you possess the right mix of negotiation skills.

The Advanced Negotiation Skills Workshop will teach you techniques for negotiating better deals — even in seemingly impossible situations. In this interactive full-day program, prominent commercial mediator Lee Jay Berman will show you how to:

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“I am not a sore loser. I just prefer to win, and when I don’t, I get furious.” — Ron Swanson, Parks and Recreation

Strike a better bargain

In American society, conflict is often chalked up to the idea that one person has to win and the other has to lose. However, conflicts don’t always need to amount to all or nothing. Arriving at a win-win solution is possible — if you possess the right mix of negotiation skills.

The Advanced Negotiation Skills Workshop will teach you techniques for negotiating better deals — even in seemingly impossible situations. In this interactive full-day program, prominent commercial mediator Lee Jay Berman will show you how to:

Read More ↓

Sponsored By

Lee Jay Berman is one of the nation’s top commercial mediators and president of the American Institute of Mediation, which he founded in 2008. Lee Jay is also a sought-after trainer, speaker, author, settlement consultant, and an executive coach with The Mediation Alliance, Inc. He served as the director of Pepperdine Law School’s “Mediating the Litigated Case” program from 2002-2009, and he also directed the Santa Barbara Superior Court from 1999 to 2000. In 25 years as a full-time mediator, Lee Jay has successfully mediated over 2,400 cases.

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

  • Why negotiation skills are important
  • Overview of topics and how they tie together
  • Professional/personal skills
  • Interactive nature of the course

8:45 a.m. : Styles and Opportunities in Negotiation

  • The big tension in negotiation
  • Style vs. substance
  • Danger and opportunity
  • The orange Story
  • Thomas-Kilmann styles

9:50 a.m. : The Laws of Influence

  • Robert Cialdini’s 6 top Laws of influence: creating and controlling influence

10:30 a.m. : Break

10:45 a.m. : The Psychology of Manipulation

  • What’s the difference between influencing and manipulating?
  • Adult – Parent – Child Dynamic for manipulation

11:00 a.m. : Dealing with Opponents’ Tactics

  • What are some known tactics (common tricks or derailers)?
  • Steps for managing tactics (shades of gray)

11:30 a.m. : Review and Blend Together: Influence, Manipulation and Tactics

  • Influence, manipulation, and tactics – what’s wrong with this picture?
  • Question and Answer

11:45 a.m. : Lunch (on your own)

12:45 p.m. : Overcoming Barriers

  • Overview of common barriers
  • Barriers categorized into drivers
  • How to overcome each barrier
  • Danger and opportunity in each one
  • Diplomacy
  • Aikido

1:15 p.m. : Break

1:25 p.m. : Advanced People-Reading Skills

  • Neuro-linguistic programming
  • Matching, pacing and leading
  • Icons

2:30 p.m. : Break

2:40 p.m. : Managing Expectations

3:00 p.m. : Advanced Closing Tips from the World of Sales

  • 25 closing tips – discussion and practice
  • How do you define success?

4:30 p.m. : Q&A and Final Comments

4:30 p.m. : Program Concludes

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

"The training was interactive, interesting, and informative. I was never bored, and the way Lee Jay integrated games and theory into his class was impressive.

I took from the class several new concepts and techniques for use in negotiation, and reframed how I approached negotiations in daily life. Since the training, I successfully used the methods to negotiate deals that were nowhere close to what I would have settled for before (or even entered into in the first place). I was a good negotiator before, but this has taken my game to a new level.

I can honestly say that this was the best money I’ve spent on CLE ever. I look forward to the next session."

— K. Bartlett Durand, Jr., Esq., after attending 2019’s Adaptive Negotiation Skills Workshop

  • Gain techniques for handling particularly difficult negotiations
  • Spot manipulative tactics and maintain your composure
  • Amplify your negotiation skills by learning the science behind human behavior
  • Communicate more effectively with everyone at the table
  • Learn 25 tips for closing a deal
  • All attorneys

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.

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