Program Details
On Demand

The Complete Legal Negotiator: Tit-for-Tat in Theory and Practice

Content Partner:  Professional Education Group, Inc.
Price: $235.00*
This program is no longer available.

* Applicable Membership or Subscription discounts will be added in your shopping cart


This program entitled "The Complete Legal Negotiator" is from the University of Minnesota Super CLE Week 2007.


The practice of law has evolved to a point where negotiated or mediated outcomes are the most obvious measure of your value to your clients.  Gerry Williams and his pioneering team have studied the negotiating practices and effectiveness of 1,100 lawyers. Gerry leads the field in teaching negotiation based on the real‑world experience of practicing lawyers.  Gerry's team discovered and documented two conflicting paths to effectiveness in legal negotiation: (1) the cooperative, problem‑solving approach that seeks win‑win outcomes; and (2) the aggressive or combative approach that seeks win‑lose outcomes


Lawyers who deal skillfully with one type of opponent are often ineffective in dealing with the other.  Success in negotiation requires a repertory of skills and techniques.  It is not based on a "one‑size‑fits‑all" approach. 


In this program, you will learn:


Complete Business Negotiation case

  • Cooperative’s ability to dove-tail interests of both sides

Gaining Personal Experience with Cooperative & Aggressive Patterns

  • Win As Much As You Can
  • Brief explanation and reference to additional materials

Tit-for-Tat in Theory and Practice

Applying Tit-for-Tat-with-Softeners to the Business Negotiation

Recognizing and Resolving 2 Major Difficulties

  • A Cooperative Negotiator vs. an Aggressive Negotiator
  • An Aggressive Negotiator vs. another Aggressive

Brief Review of Deliberate and Reflective Practice

Deliberate Practice Against a Persistently Combative Opponent

  • Review of the Strategy of a Master Negotiator Against this Opponent
  • A Defining Characteristic of Aggressive Ineffectiveegotiators: a Refusal to be Influenced
  • Review the DVD and transcript of the Negotiation
  • Deliberate Practice: Proposing Responses to a Persistently Combative Opponent

If Tit-for-Tat-with-Softeners Fails – Dealing with Opponents who Refuse to be Influenced

Practice Areas: Alternative Dispute Resolution, Litigation & Appeals, Trial Skills
Online Media Type: Video, Audio
Production Date: 03/16/2007
Level: Intermediate
Category: Standard
Duration: 3 Hours, 22 Minutes
Online Format: On Demand

Click here for information on subscription discounts and Group Viewing opportunities.

Purchase of this product provides online access for 180 days. If you are purchasing a live webcast, you will receive complimentary access to the on demand version for 180 days once it becomes available. Please note that the on demand and podcast versions may, or may not be accredited in your state.

If you intend to take a course for CLE credit, please make sure your state is listed in the "Accreditation" section to the upper right of the program description. Accreditation displayed is unique to the purchased program format (live conference, live webcast, on demand, podcast). Credit totals listed for live conferences are the maximum credits available. Credits issued will be based upon actual time in attendance.  Credit totals for other formats are for complete programs.  Partial credit is not available for any online or downloadable format. 


West LegalEdcenter will not provide accreditation for states not listed. 

This product is intended for individual use by the named purchaser. Group viewings for online programs may be arranged for five or more attorneys within the same organization prior to viewing by emailing

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Total Credits: 3.25
Specialty Credits: 
Status: Reciprocal Credit Available
Expiration: N/A
Training Type: Online

West LegalEdcenter provides accreditation as described here. You may be able to self apply for credits in states not listed.

Check your state requirements and get contact information.
Gerald R. Williams - Professor of Law at J. Reuben Clark Law School, Brigham Young University
This product is designed to provide information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.

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