The lawyer of tomorrow is a negotiator
Lawyers negotiate every day: in deals, in disputes, in court, in a settlement.
This course is a full semester filled with negotiation tools, skills and tips needed for the lawyers of tomorrow to succeed in their career. Practical negotiation examples, quizzes, forums, negotiation role-plays and case studies are supplemented with hundreds of teaching videos and insights of leading practitioners.
Click on the videos in Module One for free previews.
Module 1: Introduction to Negotiation & The Future of Lawyering
- 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

1.6: Could You Be That Lawyer?

1.8: The Big Shift

1.13: Delano Furtado - Joint Venture Transaction

1.14: Bonus Task: Self Reflection and Goals

Module 2: From Traditional Bargaining to Interest Based Negotiation
- 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
2.2: Interest Based Negotiation

2.3: The Difference Between Positions & Interests

2.4: Interest Based Negotiation Scenarios

2.5: Asking Why

2.6: Why Positions are Dangerous

2.7: Bonus Task

2.8: Five Masters Tips for Focusing on Interests

2.9: Practical Application Example

2.10: Interest Exercise

2.11: Separating People from Problems

2.12: Soft on The People - Hard on The Problem

2.13: Being Supportive To Get What You Want

2.14: Four Steps to Separate People from Problems

2.15: Options Are Everywhere

2.16: Creating Options

2.17: Creating Options - Salary Negotiation Example

2.18: Using Objective Criteria

2.19: Application Example for Objective Criteria

2.20: How to do Negotiation Roleplays

2.21: Negotiation Exercise: "Lime Grapes for Life" Intro

2.22: Download Confidential Instructions for Testle

2.23: Download Confidential Instructions for Ponson & Ponson

2.24: Negotiation Exercise: "Lime Grapes for Life" Debrief

2.25: Bonus Reflection Paper

2.26: Gary Born - Interests in Arbitration Agreements

2.27: Charlie LaFond - Growing up as Positional Bargainers

2.28: Joel Lee - City Council Negotiation

2.29: Tat Lim - Helping Clients see their Interest

2.30: Michael Mcllwrath - Interests in Personal Injury

2.31: Raffael Probst - Separating People from Problems

2.32: Delano Furtado - Acquisition Negotiation

2.33: Bonus Task for Delano Furtado - Acquisition Negotiation

2.34: Gary Born - Choice of Law Provision Example

2.35: Shashi Dholandas - Nomination of Neutrals

Module 3: Your Negotiation Style
- 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
3.2: Understanding the 5 Negotiator Types

3.3: Negotiation Style Dynamics

3.4: What Makes the Most Effective Negotiation Style?

3.5: Using the Best Traits of each Style to Become the Most Effective Negotiator

3.6: Negotiation Style Exercise

3.7: Bonus Reflection Paper - Negotiation Style Exercise

3.8: Rashda Rana - Aggressive Negotiation Styles

3.9: Nadja Alexander - Adjusting your Negotiation Style

3.10: Michael Mcllwrath - Wrong Assumptions

3.11: Charlie LaFond - Authentic Communication

3.12: Joel Lee - "Are you hanging up on me?"

Module 4: Claiming Value in Your Negotiations
- 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
4.1: Claiming Value

4.2: When Should We Talk About Money

4.3: What Numbers Do You Need to Prepare

4.4: Should I Make the First Offer?

4.5: How High Should You Start

4.6: What If They Start Too High?

4.7: Concession Strategies

4.8: Negotiation Exercise: "Investing in Mosia" Intro

4.9: Download Confidential Instructions for Seller FreshFields

4.10: Download Confidential Instructions for Buyer MinIng

4.11: Negotiation Exercise "Investing in Mosia" Debrief

4.12: Bonus Reflection Paper

4.13: Charlie LaFond - How to claim Value

4.14: Michael Mcllwrath - The Power of a First Offer

4.15: Tom Valenti - Your First Offer

4.16: Tat Lim - Calculate your Reservation Value

4.17: Michael Peer - Cultural Aspects of First Offers

4.18: Tat Lim - Moving Parties towards Integrative Negotiation

Module 5: Effective Communication
- 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
5.1: Effective Communication

5.2: Thinking Ahead

5.3: Effective Verbal Communication and Questioning

5.4: Asking Questions

5.5: Non-Verbal Communication

5.6: Listening

5.7: Download Listening Self Assessment Sheet

5.8: Listening Exercise

5.9: Communication Learnings

5.10: Negotiation Exercise "Alternative Energy in Balinea" Intro

5.11: Download Confidential Instructions Government of Balinea

5.12: Download Confidential Instructions RENergy

5.13: Negotiation Exercise "Alternative Energy in Balinea" Debrief

5.14: Bonus Reflection Paper

5.15: Aled Davies - A Bad Case of Miscommunication

5.16: Michael Mcllwrath - Listening and Strategy

5.17: Rashda Rana - Walk them through their Concerns

5.18: Tom Valenti - Saving a Life

5.19: Najda Alexander - Breaking Impasse is Personal

5.20: Aled Davies - Communication Break Down

5.21: Raffael Probst - Active Listening when Stakes are High

5.22: Rashda Rana - "I just want an apology"

5.23: Shashi Dholandas - The Best Skill for Commercial Negotiations

5.24: Aled Davies - Never Assume Anything

5.25: Joel Lee - What the Chinese Meaning of Listening tells us

5.26: Charlie LaFond - The best Questions

5.27: Raffael Probst - First, Make Them Feel Heard

5.28: Gary Born - Listening Skills in Arbitration

5.29: Rashda Rana - Adjusting to your Audience

5.30: Shashi Dholandas - You don't Win by Selling

5.31: Tat Lim - How to Channel the Conversation

Module 6: Preparing Like the Pros
- 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
6.1: Download the NA Preparation Sheet

6.2: Your Preparation Process

6.3: Preparing Interests

6.4: Preparing Goals

6.5: Preparing Options

6.6: Preparing Information

6.7: Your Bargaining Power

6.8: Calculating Your BATNA in a Lawsuit

6.9: The Power Within You

6.10: Preparing Numbers

6.11: Preparation Exercise

6.12: Preparation Exercise - Debrief Balinea Perspective

6.13: Preparation Exercise - Debrief RENergy Perspective

6.14: Nadja Alexander - Negotiation Mapping

6.15: Tom Valenti - The Power of Improving your WATNA

6.16: Joel Lee - Negotiation Power & BATNA

6.17: Nadja Alexander - Be comfortable to walk out any time

6.18: Raffael Probst - Preparing for a Negotiation

6.19: Martin Hunter - Settlement in Kuwait

6.20: Rashda Rana - Preparing for a Transactional Negotiation

6.21: Rashda Rana - Preparing for a DR Negotiation

6.22: Aled Davies - How Mediators should prepare Parties

Module 7: Psychology and Strategy
- 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

7.2: The Fairness Corrector

7.3: Satisfaction Management

7.4: The Framing Effect

7.5: Framing in Client Work

7.6: Cognitive Barriers

7.7: Selective Perception

7.8: The Overconfidence Effect

7.9: Values and Beliefs

7.10: Implications for your Negotiations

7.11: How to Overcome these Psychological Challenges

7.12: Bonus Article: The Framing Effect

7.13: Tat Lim - Dealing with a Client's need for Fairness
