Legal Negotiations

Euromoney Learning Solutions

How long?

  • 3 days
  • online

Euromoney Learning Solutions

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About the course

Master the art of negotiation with our 3-day virtual legal negotiations course.

Master the art of negotiating for a range of legal negotiations, including one-on-one and team - on- team negotiations, negotiations with multiple partners, and one-off and continuing negotiations.

In addition negotiating virtually and looking at the most up to date research of successful approaches in the new virtual world, participants will be introduced to new research, approaches and ideas. Participants will practice and refine their negotiation skills, receiving feedback and coaching to start implementing their learning from and during the course.

By attending this course, you will

  • Identify opportunities to create value through negotiation
  • Improve their skills to prepare for and manage the whole negotiation process
  • Adapt their negotiation approach for better outcomes
  • Develop confidence in their negotiation skills through real-world negation challenges with fellow participants in a safe supportive environment
  • Learn a variety of different negotiation strategies
  • Become familiar with a Virtual Negotiations Tool Kit – 12 Insights for Success to Rapidly Building the Solid Bridge
  • Be introduced to a Framework for Understanding and Planning Cross Cultural Negotiations
  • Receive valuable feedback from an experienced legal expert

Agenda

Day One

What is Negotiation?

Introduction – Essentials for Successful Negotiation Outcomes

What is Negotiation?

Framework for Negotiation

  • Simulation

The 4 Negotiation Objectives

Negotiation Objectives – Which One will You Choose?

  • Creating value
  • Maximising value
  • Claiming value
  • Examples of value

Merely Satisfying or Optimising beyond Initial Objectives

Negotiation Strategy – The Harvard Way

Positions and Interests

Choosing your strategy

  • BATNA
  • Reservation price
  • ZOPA
  • Target Points

Negotiating Planning Worksheet

Top 7 Negotiation Behaviours and Habits for Enhanced Success

  • Body Language and Misunderstanding Body Language
  • How to Display Neutral Non Transparent Body Language
  • Asking Questions – Impactful techniques - and which questions not to ask
  • Listening – gathering information to create value
  • The 4 C’s
  • Persuasion – Structuring a Persuasive Message
  • Dealing with Confrontation and Difficult Conversations

Day Two

Defining a Great Deal

  • Negotiation Balanced Scorecard
  • Measuring Progress of a Negotiation
  • Developing a Scoring System
  • Benchmarking Final The Outcome

Offers

  • Who should make an offer and when
  • The “Winner’s Curse’
  • The “Chilling Effect”
  • Precise or Range Offers
  • Early Offers
  • Later Offers

Bargaining

  • Leveraging with impact
  • Concessions – an art and a science!
  • How transparent should you be?
  • Key Questions – An Elephant’s Friend
  • Killer question with confidence
  • ‘Log – rolling’– Value Added Trade – offs
  • Multi Issue Offers – ‘MIO’
  • Multiple, Equivalent, Simultaneous Offers – ‘MESO’

Diagnostic – Know Your Dominant Negotiating Style

  • Recognise Others Style
  • Broadening Your Styles
  • Adapt your style for different circumstances

Power, Rights and Interests – Disputatious Negotiations

  • Power, Rights and Interests Model
  • Re – directing rights and power driven negotiators
  • How to use rights and power effectively
  • Rational and Irrational Negotiations
  • The 4 W’s

Negotiating Challenge – Real Life Case Study - to practice, illustrate and embed learnings

Multiple Party Negotiations and Team Negotiations

  • Team Negotiations the advantages – research
  • Advice for negotiating in teams
  • Challenges and good practice
  • Creating alignment of team members

Day Three

Negotiating - Virtually and Online

What is Different About Negotiating Virtually – Face to Face and Email

Virtual Negotiations Tool Kit – 12 Insights for Success to Rapidly Building the Solid Bridge

Virtual and Electronic Communication and Negotiations – including the latest research with case studies

  • Email – advantage or disadvantage in negotiations
  • Adjusting to Non Visual/Face to Face Negotiations
  • Developing E – charisma
  • The virtual handshake – richer negotiation communication
  • 2 to 1 ratio in E Negotiations
  • 10 rules for email negotiations
  • Advantage of Linguistic Style Matching in Negotiations
  • Visuals in and success in negotiations
  • Getting your co - negotiator to act as your mirror
  • The Key 4 moves in for virtual negotiations success
  • Getting Virtual Negotiations ‘back on track’
  • Detecting lying in text based conversations

International Negotiations

Negotiating Challenge – A Cross Border Acquisition – Group Work

Negotiating Across Cultures

  • What is Culture?
  • Why and How Culture and Background Impacts Upon Negotiation
  • Mapping Cultures - A Framework for Understanding and Planning Cross Cultural Negotiations
  • Decoding Culture
  • Face, Dignity, Harmony, Honour, Social Structures
  • Culture and Distributive and Integrative Negotiation
  • Decision Making
  • Trust
  • Status and Face

Cross Cultural Communication for Effective Negotiation

Cross Cultural Communication - Activity

  • International English
  • Direct Communication
  • Indirect Communication
  • Effective Tools for Cross Cultural Communication to Avoid ‘Cultural Incidents’ and ‘Misunderstanding’

Clinic for Participants to Consider Particular Issues They Face in Negotiations

Action Plan for Each Participant

Close

Experts

Arun Singh

Arun Singh is an international lawyer and consultant to an international law firm. He was formerly a partner and Head of International Commercial Law at KPMG Legal globally. He is cited and ranked in Chambers Guide of the World’s Leading Lawyers. He specialises in international investment, joint ...

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Legal Negotiations at Euromoney Learning Solutions

From  GBP 2 595$3,688
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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Business Communication

During the courses, you will explore various communication strategies developed by experts in psychology, experienced enterprises, and professors of leading universities. Throughout the Business Communication courses, you also will be faced with an o...

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.