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Negotiation Success 4: Developing Proposals and Negotiating to Resolution

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In this section, lawyers learn to develop a range of proposals that address the majority of the needs of both sides, and then discuss a range of negotiation strategies to achieve satisfactory resolutions. The goal of this program is to leave lawyers with strategies for structuring negotiation in a way which ensures that challenging conditions do not derail the process.

  • Identify and establish ground rules to withstand the stress of difficult negotiation
  • Develop and deliver proposals without invoking defensiveness
  • Close deals that meet more client objectives

The Negotiation Success Series builds upon sections from our negotiation-based course Lessons From Aristotle. Although the Negotiation Success Series introduces substantial new material, some of the material overlaps and will be a review for those who have taken Lessons From Aristotle. Each of the five sections in the Negotiation Success Series stands alone, so please register for any or all of the sections that are of interest to you. 

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PRICE: $109.00



 
Segment 1: 60 minutes   Using the Needs Map to Develop Proposals
In this section, lawyers explore the benefits of in-principle agreements prior to actual negotiation. Attorneys then explore various proposal development theories toward improving success and reducing acrimony in actual negotiations.
Segment 2: 60 minutes   Negotiating to Successful Resolution
The core process of actual “negotiation” will be detailed—how to systematically listen, learn, and “upgrade” proposals based on mutual interests rather than conflicting positions. Of course, even good agreements can fail before documents are signed. Consequently, lawyers will review tactics for closing deals.

Jeffrey Stec

Jeffrey Stec, J.D. has been a licensed lawyer since 1992, having practiced in the area of complex-family matters, including estate, divorce, and child custody disputes. Jeff developed his collaborative skills by becoming a certified mediator and strategic planning facilitator, specializing in family issues. Jeff has developed an expertise in the collaborative resolution of disputes, and in addition to his work with The Likeable Lawyer, he is currently a sought-after consultant who works with non-profits and municipalities to fashion solutions to complex organizational and community issues. Jeffrey graduated with honors from the University of Michigan Law School, and earned a Bachelor of Arts in English with high honors from the University of Michigan.


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Credit Reporting

Our courses are approved in almost all states that have CLE requirements. Accreditation for a particular course will vary by state. Please use our CLE calculator for CLE credit available in your state. For more information, visit our FAQ.









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"The course content and concepts were absolutely excellent! I cannot think of a more helpful course for any lawyer to take. I have practiced law for 38 years and have never attended a course that had more practical, concrete and excellent information for lawyers."
Nina Preston,
Attorney, Arizona Supreme Court



"Practical, sound advice. The best use of my time in a CLE course — ever."
Amy Burgert,
Mayer Brown



"Fantastic, helpful and insightful ... different from any previous CLE class I have taken."
Michael Schwartz,
Attorney



"You will negotiate better after taking this course. I liked the seamless relation of Aristotelian principles to the neuroscience of what gets people to agree."
Marie Jordan,
Attorney, JP Morgan Chase



"The class was well-written and presented, and a good use of my time. The communication and persuasion "basics" were a timely reminder that almost any lawyer could use."
Jill Livingston,
Attorney, McDonald's Corporation