Welcome to the Master Negotiator Course!

Most professionals gain a lot of experience negotiating and communicating over the course of their careers. And yet, we often see a wide skill gap in communication and negotiation skills, causing even senior professionals to miss out on valuable opportunities to create more business, negotiate better outcomes and strengthen relationships.

The Master Negotiator Certificate Course is a flexible, fully self-paced course worth more than an entire semester of content as you would receive during an MBA or LLM at a top university. It is designed to help you translate experience into expertise and outperform in your negotiations with business partners and clients.

With dozens of practical negotiation examples across 100+ videos, 20+ quizzes, 5 negotiation role-plays for you to download and lots of self-assessment and worksheets supplemented with 60+ interview insights from leading practitioners, this course creates an engaging and hands-on environment for anyone hoping to advance their skills.

  • The Harvard Concept. Using interest-based negotiation to optimize results.
  • Collaborative Negotiation. How to create value in every deal.
  • Competitive Negotiation. When you have to bargain with them.
  • 80% of the outcome is preparation. How to prepare effectively in no time.
  • Relationships matter. How to balance issues and relationships, create trust, rapport and long-term commitment.
  • Effective communication. Aligning people behind the table and across.
  • Psychology and decision making. One step ahead in your negotiation.

Chapters can be done in random order based on interests and quizzes repeated until the passing mark for certification is met. Click on the videos in module one for free previews. For any questions, reach out to office@necademy.com any time!

We look forward to seeing you online!

Dr. Claudia Winkler

 

The Master Negotiator Course
1,449
Start: any time
Duration: 3-12 months flexible
Id: 180

Module 1: Introduction to Negotiation & The Future of Lawyering

Legal Practice is undergoing significant change and the skills you need to succeed as a legal practitioner these days go far beyond the legal skills acquired at university. In this introduction to the future of your work and career we look at:
  • what crucial role negotiation skills play in daily legal work
  • how the landscape of lawyering is changing and how it changes the requirements for successful lawyers
  • how today's Dispute Resolution Processes are all structured around negotiation skills
  • what value negotiation savvy lawyers can add for their clients
  • what it takes to become a top lawyer in our generation
  • what major mindset shift and what skills this course will bring to you
1.1: How to make the most of the Master Negotiator Course
1.2: Suggested Semester Curriculum
1.3: Welcome to The Master Negotiator Course
4 min
1.4: The New Paradigm of Law: Problem Solving
4 min
1.5: Negotiation in the Dispute Resolution Spectrum
4 min
1.6: Could You Be That Lawyer?
6 min
vimeo-image
1.7: How to Become That Lawyer
6 min
1.8: The Big Shift
6 min
vimeo-image
1.9: Rashda Rana - Negotiation for Daily Life and Law
1 min
1.10: Michael Mcllwrath - Lawyers of the Future
1 min
1.11: Gary Born - Negotiation Skills for Arbitration Lawyers
1 min
1.12: Johannes Willheim - Negotiaton Skills in Litigation
2 min
1.13: Delano Furtado - Joint Venture Transaction
2 min
vimeo-image
1.14: Bonus Task: Self Reflection and Goals

Module 2: From Traditional Bargaining to Interest Based Negotiation

We focus on how lawyers and anyone can use interest based negotiation to turn traditional, adversarial bargaining and lawyering into a negotiation style that increases the value and satisfaction for both sides.  Using examples and tips, you will explore:
  • How to use a win-win strategy (the Harvard method)
  • How to create value by focusing on interests rather than positions
  • How to separate the people from the problems
  • How to create multiple options for value-added negotiation outcomes
  • How to use objective criteria for a more effective negotiation
  After this module, you will have the opportunity to perform a real-life contract negotiation exercise, negotiating an agreement as outside counsel for a pharmaceutical & a consumer product corporation.
2.1: From Traditional Bargaining to Interest Based Negotiation
3 min
2.2: Interest Based Negotiation
5 min
vimeo-image
2.3: The Difference Between Positions & Interests
10 min
vimeo-image
2.4: Interest Based Negotiation Scenarios
8 min
vimeo-image
2.5: Asking Why
3 min
vimeo-image
2.6: Why Positions are Dangerous
5 min
vimeo-image
2.7: Bonus Task
2.8: Five Masters Tips for Focusing on Interests
7 min
vimeo-image
2.9: Practical Application Example
3 min
vimeo-image
2.10: Interest Exercise
5 min
vimeo-image
2.11: Separating People from Problems
11 min
vimeo-image
2.12: Soft on The People - Hard on The Problem
6 min
vimeo-image
2.13: Being Supportive To Get What You Want
7 min
vimeo-image
2.14: Four Steps to Separate People from Problems
7 min
vimeo-image
2.15: Options Are Everywhere
7 min
vimeo-image
2.16: Creating Options
7 min
vimeo-image
2.17: Creating Options - Salary Negotiation Example
4 min
vimeo-image
2.18: Using Objective Criteria
3 min
vimeo-image
2.19: Application Example for Objective Criteria
6 min
vimeo-image
2.20: How to do Negotiation Roleplays
2.21: Negotiation Exercise: "Lime Grapes for Life" Intro
1 min
vimeo-image
2.22: Download Confidential Instructions for Testle
2.23: Download Confidential Instructions for Ponson & Ponson
2.24: Negotiation Exercise: "Lime Grapes for Life" Debrief
11 min
vimeo-image
2.25: Bonus Reflection Paper
2.26: Gary Born - Interests in Arbitration Agreements
1 min
vimeo-image
2.27: Charlie LaFond - Growing up as Positional Bargainers
3 min
vimeo-image
2.28: Joel Lee - City Council Negotiation
3 min
vimeo-image
2.29: Tat Lim - Helping Clients see their Interest
2 min
vimeo-image
2.30: Michael Mcllwrath - Interests in Personal Injury
7 min
vimeo-image
2.31: Raffael Probst - Separating People from Problems
1 min
vimeo-image
2.32: Delano Furtado - Acquisition Negotiation
3 min
vimeo-image
2.33: Bonus Task for Delano Furtado - Acquisition Negotiation
2.34: Gary Born - Choice of Law Provision Example
1 min
vimeo-image
2.35: Shashi Dholandas - Nomination of Neutrals
1 min
vimeo-image

Module 3: Your Negotiation Style

There is no one right way to negotiate. What is the best approach for you depends on your personal style and the style of the other side. Are you a competitor or an avoider? Do you tend to create value or split it in half? We will find out with a negotiation style experiment and cover:
  • What negotiation style makes the most effective negotiator
  • How to  deal with the dynamics between the various negotiation styles you, your client and your partner bring to the table
  • How to increase your repertoire of negotiation style to get the maximum out of every situation
  • How to combine assertiveness and receptiveness in your style and – How that can give you the best negotiation outcomes
  You will have an opportunity to practice how to switch between the various styles, determine the style the other side is using and reacting to it, and using the style most effective for your negotiations.
3.1: Your Negotiation Style
3.2: Understanding the 5 Negotiator Types
5 min
vimeo-image
3.3: Negotiation Style Dynamics
7 min
vimeo-image
3.4: What Makes the Most Effective Negotiation Style?
vimeo-image
3.5: Using the Best Traits of each Style to Become the Most Effective Negotiator
13 min
vimeo-image
3.6: Negotiation Style Exercise
4 min
vimeo-image
3.7: Bonus Reflection Paper - Negotiation Style Exercise
3.8: Rashda Rana - Aggressive Negotiation Styles
1 min
vimeo-image
3.9: Nadja Alexander - Adjusting your Negotiation Style
1 min
vimeo-image
3.10: Michael Mcllwrath - Wrong Assumptions
2 min
vimeo-image
3.11: Charlie LaFond - Authentic Communication
1 min
vimeo-image
3.12: Joel Lee - "Are you hanging up on me?"
7 min
vimeo-image

Module 4: Claiming Value in Your Negotiations

After you have created value in your negotiation – how do you secure the biggest piece? In this module, you will learn the science behind getting a good deal for yourself including:
  • What numbers you need to prepare
  • Whether you should make the first offer
  • How high you should start
  • What is the best way to make concessions
  • Where to set your price goal
  • What it means to “anchor” the other side
  • The difference between an optimistic v. an outrageous offer and how to react to it
You can then apply and practice these concepts in a negotiation case study in international investment law, real estate and commodity rights where a Mining Company buys land in an undeveloped area.
4.1: Claiming Value
2 min
vimeo-image
4.2: When Should We Talk About Money
7 min
vimeo-image
4.3: What Numbers Do You Need to Prepare
9 min
vimeo-image
4.4: Should I Make the First Offer?
10 min
vimeo-image
4.5: How High Should You Start
11 min
vimeo-image
4.6: What If They Start Too High?
5 min
vimeo-image
4.7: Concession Strategies
9 min
vimeo-image
4.8: Negotiation Exercise: "Investing in Mosia" Intro
1 min
vimeo-image
4.9: Download Confidential Instructions for Seller FreshFields
4.10: Download Confidential Instructions for Buyer MinIng
4.11: Negotiation Exercise "Investing in Mosia" Debrief
17 min
vimeo-image
4.12: Bonus Reflection Paper
4.13: Charlie LaFond - How to claim Value
2 min
vimeo-image
4.14: Michael Mcllwrath - The Power of a First Offer
2 min
vimeo-image
4.15: Tom Valenti - Your First Offer
2 min
vimeo-image
4.16: Tat Lim - Calculate your Reservation Value
4 min
vimeo-image
4.17: Michael Peer - Cultural Aspects of First Offers
3 min
vimeo-image
4.18: Tat Lim - Moving Parties towards Integrative Negotiation
1 min
vimeo-image

Module 5: Effective Communication

Effective communication is the basis for you to achieve any goals. And it entails much more than just your spoken words – listening, questioning, non-verbal and verbal communication all play together. In this module, you will test how good your listening skills actually are and then learn how to maximize your impact by:
  • Speaking with a purpose
  • Asking great questions to lead the conversation
  • Using your non-verbal communication to support your goal
  • Following the rules skilled negotiators use when it comes to listening actively and acquiring information
To test and implement your new skills you will negotiate an international arbitration settlement between a government and an investor country after an expropriation under a bilateral investment treaty (BIT). Video recording, debrief and partner feedback will help you to further improve your awareness and skill in your communication, listening and body language.
5.1: Effective Communication
2 min
vimeo-image
5.2: Thinking Ahead
2 min
vimeo-image
5.3: Effective Verbal Communication and Questioning
7 min
vimeo-image
5.4: Asking Questions
19 min
vimeo-image
5.5: Non-Verbal Communication
8 min
vimeo-image
5.6: Listening
11 min
vimeo-image
5.7: Download Listening Self Assessment Sheet
5.8: Listening Exercise
12 min
vimeo-image
5.9: Communication Learnings
10 min
vimeo-image
5.10: Negotiation Exercise "Alternative Energy in Balinea" Intro
5 min
vimeo-image
5.11: Download Confidential Instructions Government of Balinea
5.12: Download Confidential Instructions RENergy
5.13: Negotiation Exercise "Alternative Energy in Balinea" Debrief
19 min
vimeo-image
5.14: Bonus Reflection Paper
5.15: Aled Davies - A Bad Case of Miscommunication
3 min
vimeo-image
5.16: Michael Mcllwrath - Listening and Strategy
3 min
vimeo-image
5.17: Rashda Rana - Walk them through their Concerns
2 min
vimeo-image
5.18: Tom Valenti - Saving a Life
3 min
vimeo-image
5.19: Najda Alexander - Breaking Impasse is Personal
6 min
vimeo-image
5.20: Aled Davies - Communication Break Down
2 min
vimeo-image
5.21: Raffael Probst - Active Listening when Stakes are High
1 min
vimeo-image
5.22: Rashda Rana - "I just want an apology"
2 min
vimeo-image
5.23: Shashi Dholandas - The Best Skill for Commercial Negotiations
1 min
vimeo-image
5.24: Aled Davies - Never Assume Anything
1 min
vimeo-image
5.25: Joel Lee - What the Chinese Meaning of Listening tells us
2 min
vimeo-image
5.26: Charlie LaFond - The best Questions
2 min
vimeo-image
5.27: Raffael Probst - First, Make Them Feel Heard
1 min
vimeo-image
5.28: Gary Born - Listening Skills in Arbitration
1 min
vimeo-image
5.29: Rashda Rana - Adjusting to your Audience
2 min
vimeo-image
5.30: Shashi Dholandas - You don't Win by Selling
1 min
vimeo-image
5.31: Tat Lim - How to Channel the Conversation
2 min
vimeo-image

Module 6: Preparing Like the Pros

80% of your negotiation outcome is determined by your preparation – so we give you the full drill on how to be efficient in preparing and maximize your impact by the time you hit the table. With the help of the Negotiation Academy Prepsheet you will get a firm handle of how to
  • Analyze your and their interests for 4x more effective negotiations
  • Set and prioritize your goals
  • Create multiple options for the best outcome
  • Device what information you will share and plan to acquire from them
  • Assess and improve your bargaining power
  • Plan and structure your key figures
To put into practice the learning of this week you will practice the step by step preparation of one of your negotiation cases with the Negotiation Academy Preparation Sheet. Together, we will debrief how your preparation has been going.
6.1: Download the NA Preparation Sheet
6.2: Your Preparation Process
3 min
vimeo-image
6.3: Preparing Interests
8 min
vimeo-image
6.4: Preparing Goals
15 min
vimeo-image
6.5: Preparing Options
10 min
vimeo-image
6.6: Preparing Information
4 min
vimeo-image
6.7: Your Bargaining Power
11 min
vimeo-image
6.8: Calculating Your BATNA in a Lawsuit
4 min
vimeo-image
6.9: The Power Within You
6 min
vimeo-image
6.10: Preparing Numbers
3 min
vimeo-image
6.11: Preparation Exercise
2 min
vimeo-image
6.12: Preparation Exercise - Debrief Balinea Perspective
27 min
vimeo-image
6.13: Preparation Exercise - Debrief RENergy Perspective
27 min
vimeo-image
6.14: Nadja Alexander - Negotiation Mapping
3 min
vimeo-image
6.15: Tom Valenti - The Power of Improving your WATNA
3 min
vimeo-image
6.16: Joel Lee - Negotiation Power & BATNA
2 min
vimeo-image
6.17: Nadja Alexander - Be comfortable to walk out any time
1 min
vimeo-image
6.18: Raffael Probst - Preparing for a Negotiation
1 min
vimeo-image
6.19: Martin Hunter - Settlement in Kuwait
2 min
vimeo-image
6.20: Rashda Rana - Preparing for a Transactional Negotiation
2 min
vimeo-image
6.21: Rashda Rana - Preparing for a DR Negotiation
3 min
vimeo-image
6.22: Aled Davies - How Mediators should prepare Parties
1 min
vimeo-image

Module 7: Psychology and Strategy

Debunking the myth of the rational human being who makes decisions solely based on prudent analytics, this chapter will give you an overview of which psychological phenomena you need to take into account for your work with clients, other negotiators and, not least, for your own self. You will learn how:
  • The perception of fairness influences the reaction of your negotiation partner
  • Your ability to manage the satisfaction of your client or opponent matters more than the actual outcome & how to do it!
  • Positive or negative framing will induce people to make completely opposite decision & how that can play out with your clients
  • Cognitive barriers make coming to an agreement in a negotiation more difficult
  • And, of course, how you can overcome and USE these psychological insights to improve your negotiation success and guard yourself against other people using them on you
7.1: Psychology and Strategy
2 min
vimeo-image
7.2: The Fairness Corrector
4 min
vimeo-image
7.3: Satisfaction Management
7 min
vimeo-image
7.4: The Framing Effect
10 min
vimeo-image
7.5: Framing in Client Work
7 min
vimeo-image
7.6: Cognitive Barriers
3 min
vimeo-image
7.7: Selective Perception
9 min
vimeo-image
7.8: The Overconfidence Effect
5 min
vimeo-image
7.9: Values and Beliefs
6 min
vimeo-image
7.10: Implications for your Negotiations
2 min
vimeo-image
7.11: How to Overcome these Psychological Challenges
5 min
vimeo-image
7.12: Bonus Article: The Framing Effect
7.13: Tat Lim - Dealing with a Client's need for Fairness
1 min
vimeo-image