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Overview
Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.
Understanding negotiation theory means you will be better equipped to choose the most suitable approach or techniques for the different disputes that you deal with.
This course explores the key differences between the two most widely used approaches to negotiation - positional-bargaining and interest-based negotiation. It discusses the strengths and weakness of each approach, when they should be used, and why it is usually preferable for lawyers to use interest-based negotiation.
The course also covers a number of practical strategies you can use to prepare for and run successful negotiations. It discusses:
- how to identify and address different types of underlying interests;
- how tactical empathy can help you to strategically influence emotions in negotiations;
- why negotiation should be thought of as a process of discovery, not a battle of arguments; and
- why no can be the start, not the end, of a successful negotiation.
Last Updated: November 2024
Key takeaways
- Understand the strengths and weaknesses of different negotiation styles, and the circumstances in which each style is best applied.
- Develop practical strategies to identify and address underlying interests, and use tactical empathy to strategically influence emotions in negotiations.
- Engage with practical activities with our AI-powered chatbot to discover your own negotiation style and apply your knowledge in a negotiation simulation.
Meet the expert
Lisanne Iriks
Conflict Resolution & Negotiation Specialist
Life Mediation
Lisanne is an accredited mediator with over twelve years experience in mediation and dispute resolution. She specialises in family and workplace mediation, as well as delivering training on mediation and dispute resolution.
Reviews
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This is an informative courrse that helps even experienced negotiators sytematise their knowledge.The course was never dull and quite enjoyable.D. Petkovic, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD
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This is truly a great courseThe entire content was very easy to follow, well articulated case studies and how to make a deal in an effective negotiation and influencing skills attributesL. Lopes, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD
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This is one course you don't want to miss.Really practical and simple methodologies you can use in both the in-house and legal practice environments.E. Ward, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD
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This presentation was very well structured.This presentation provided many useful examples of how to shift from position based negotiation to interest based negotiation. What I liked was that these skills may translate well to a variety of situations.
W. Rupert, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Easy to follow and very informativeEasy to follow and very informative.A. Downs, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD
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Well presented and clearly set out.Presenter was clear and gave clear examples.
D. Banaszak, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Excellent course providing the opportunities to put into practice a numbe rof helpful techniquesEasy and pleasant to follow a knowledgeable presenter in a clear and detailed way.
B. Saunders, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Very useful courseWell narrated, focusing on the most important negotiator's skills.
V. Antoff, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Very worthwhileThe speaker was easy to follow and opened my mind to interest based negotiation .
S. Concanen, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Interesting and useful courseThis course was a good choice for me. I learned a number of techniques I can start incorporating into my everyday practice to get better outcomes on a daily basis. The techniques are easy to learn and apply.
E. Cummings, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Practical and insightfulGave good practical and insightful tips on negotiating and influencing in different situations.
A. Taylor, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Great session!Very informative, enjoyed the session!
C. Smith, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
Excellent Overview of Negotiation TechniquesThe coverage of the emotional factors in a negotiation was a timely reminder of how dealing with human nature plays an important part in reaching a satisfactory agreement.
P. Russo, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
ExcellentExcellent and very instructive.
F. Lis-Booth, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD -
PracticalPractical. Needs time to be put into effect. Also requires the solicitor for the other side to be like-minded.
S. Paonni, SolicitorMaking a Deal: Effective Negotiation and Influencing Skills Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.LawCPD
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Professional Skills
Making a Deal: Effective Negotiation and Influencing Skills
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