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Avoiding Emotional Pitfalls in Negotiations



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Description: As an attorney, you negotiate every day with opposing counsel, your own clients, and others at your firm. In addition to being high-stakes and consequential to all of the parties, these negotiations can get quite emotional, as either side can trigger the other’s emotions. Your own anxieties can prevent you from using your skills effectively, and emotional reactions of anger, fear, or excitement can goad you into making unfortunate decisions. Similarly, the way in which you behave and communicate with the other party and evoke negative or hostile responses from them, leading to impasse, damaged relationships, or escalation. This session examines emotional pitfalls in negotiation and provides strategies and skills to manage them.
 
Moshe Cohen has been teaching negotiation, leadership, conflict resolution and organizational behavior as founder of The Negotiating Table since 1995 and as a senior lecturer at Boston University's Questrom School of Business, where he has taught since 2000. He has worked with thousands of students as well as companies and organizations all over the world. Moshe is a mediator who has worked to resolve hundreds of matters, and also coaches executives, managers, and individuals on negotiating more effectively. He has written numerous articles and cases, and has appeared in podcasts, videos, and interviews. Moshe studied Physics at Cornell University and has a Master's in Electrical Engineering from McGill University, specializing in robotics. After working in robotics for over a dozen years, he completed his MBA from Boston University and fell in love with negotiation and mediation.
 
Diane Levin - A dispute resolution professional with over a quarter century of experience and an attorney since 1993, Diane Levin has devoted her career to helping people and organizations resolve challenges in mutually beneficial ways while fostering healthier workplaces. As the Ombudsperson for faculty and staff at Northeastern University, Levin provides a confidential space for employees to safely raise and address work-related concerns.  She has served on numerous public and private mediation panels, including the United States Equal Employment Opportunity Commission, and coached professionals in effective self-advocacy in negotiations and conflict management in the workplace. Levin has led trainings in negotiation, conflict resolution, and communication skills for judges, lawyers, human resources professionals, health care providers, and others, and taught Negotiations, a popular course in the M.B.A. program at Boston University Questrom School of Business. She is a Phi Beta Kappa graduate of the University of Massachusetts, Amherst, and earned her J.D. cum laude from Suffolk University Law School.



Practice Areas: Alternative Dispute Resolution
Online Media Type: Audio
Production Date: 08/13/2021
Level: Intermediate
Category: Standard
Duration: 1 Hours, 4 Minutes
Online Format: On Demand

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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.

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Credit Eligibility:
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Total Credits: 1
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Status: Reciprocal Credit Available
Expiration: 08/12/2024
Training Type: Online

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

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Speakers:
Moshe Cohen - The Negotiating Table
Diane Levin - Northeastern 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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