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
Gaining Personal Experience with Cooperative & Aggressive Patterns
Tit-for-Tat in Theory and Practice
Applying Tit-for-Tat-with-Softeners to the Business Negotiation
Recognizing and Resolving 2 Major Difficulties
Brief Review of Deliberate and Reflective Practice
Deliberate Practice Against a Persistently Combative Opponent
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Review of the Strategy of a Master Negotiator Against this Opponent
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A Defining Characteristic of Aggressive Ineffectiveegotiators: a Refusal to be Influenced
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Review the DVD and transcript of the Negotiation
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Deliberate Practice: Proposing Responses to a Persistently Combative Opponent
If Tit-for-Tat-with-Softeners Fails Dealing with Opponents who Refuse to be Influenced
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