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.

Objectives

•          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 negotiation;

•          avoid behavioural pitfalls in a negotiation; and

•          understand the principles of interests negotiation.