Basic Negotiation Skills 2014

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Basic Negotiation Skills 2014

January 13, 2014
9:00 a.m. - 5:00 p.m.
PLI San Francisco Conference Center & Via Live Webcast

Scholarships are available for employees of nonprofit organizations, public interest firms, low-income or unemployed attorneys, judges, clerks, students, law librarians, elderly attorneys and others. Scholarships can be used to attend our programs in person, or to watch them live on the computer via webcast. Please visit our web site at for application details. As space can be limited, please submit your scholarship application as soon as possible.

To Register:

Why You Should Attend
Negotiation is part of any lawyer's everyday life. You negotiate with colleagues, clients, and staff about an array of issues, ranging from simple project deadlines to complex contractual language. This program is designed to help you gain confidence in every negotiation you conduct. The panelists represent academicians, sole practitioners, and members of leading local law firms.

What You Will Learn:
• How to follow the six steps of a successful negotiation
• Organizing a strategy before, during and after a negotiation
• Identifying the three types of negotiations and when to use each
• Creating and using currencies during a negotiation
• Bargaining and offering concessions effectively
• Preparing tactics and avoiding ploys during a negotiation

Who Should Attend
Practitioners who want to gain understanding of the negotiation process should attend. This program will prove helpful for new attorneys, or those transitioning to a negotiation-heavy practice. Also, the sessions will address issues pertinent to those experienced practitioners who wish to refresh their negotiation skills, or learn new approaches to the negotiations they conduct.

Program Schedule

Program Overview and Introductions
Doug MacKay

Outlining Negotiation Types and Processes
This session provides an overview of the key types of negotiations most lawyers face. It details the six steps of the negotiation process. We'll also examine the three types of negotiations attorneys will likely encounter in face-to-face, phone and email negotiations.
Doug MacKay

Strategizing Before a Negotiation
Successful negotiations begin well before you sit opposite the other negotiator. This session focuses on how to prepare in advance of any negotiation. The panelists will discuss setting goals and parameters, and considering the other side's perspectives.
Michael E. Dickstein, Jill H. Feldman, Janet Martinez

Networking Break

Setting the Climate and Flexing Your Communication and Negotiation Style
As a negotiation begins, you need to set the tone of the conversation. You also need to gather valuable information from the other side. The key is phrasing the questions correctly. Understanding your communication style and how to flex your style during a negotiation makes you a more facile and effective negotiator, as the conversation evolves.
Janet L. Frankel, Jamison R. Narbaitz


Managing the Bargaining and Concession-Making Process
Bargaining is most effective in a negotiation once you realize the value of what you can trade. Each side may trade items of unequal value, but each side must trade something, otherwise a stalemate occurs. Concessions provide the structure around the bargaining process and the panelists will address their strategies for giving concessions.
Janice Cho, Michael L. Fox
Mastering Negotiation Tactics and Deflecting Ploys
You can draw on a number of tactics to improve your presence and importance during a negotiation. Similarly, knowing ahead of time what types of ploys other negotiators may attempt allows you to calmly work around them. The panelists will discuss the range of tactics and ploys they've seen.
Jerome F. Birn, Jr., Matthew P. Vafidis

Networking Break

Negotiating with Colleagues and Peers
In addition to negotiating with clients and others outside your office, it's likely you will need to negotiate extensively with colleagues and peers. While the process is similar to external negotiations, it does differ. During this discussion, we'll review strategies and techniques to prepare you for these negotiations.
Anthony Grumbach, Janet Stone Herman, Adine Varah