On Demand Video

Negotiation Success 1: The Principles of Expansive Negotiation

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Most lawyers devote the lion’s share of negotiation planning to marshalling facts and building arguments. Encouraged by a culture of oppositional negotiation, it is easy to become entrenched in our positions. As a result, any proposal that appears counter to our positions is regarded as threatening to success. This course introduces an expansive negotiation style which increases our aptitude for persuasion, while reducing defensiveness and aggressive behavior on both sides of the table.

Gain maximum leverage in negotiation
Reduce defensiveness
Establish incremental agreements along the path to resolution

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.

PRICE: $99.00


Segment 1: 60 minutes		The Foundation for Expansive Negotiation When lawyers jump too quickly to proposals, they often become frustrated with an inability to generate an attitude of cooperation from the other side. In this section, attorneys learn the techniques of highly successful negotiators who are able to see situations from the other side’s perspective and communicate proposals which inspire cooperation.

Segment 2: 60 minutes		Techniques to Reduce Defensiveness Aggressive tactics invoke defensiveness and often compromise persuasion. In this section, lawyers learn to hold multiple perspectives in order to build trust and reduce acrimony in negotiation.

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.

"Brian provides excellent psychological examples for why his techniques work in practice. With plenty of years experience negotiating complex transactions and dealing with all kinds of clients, I still learned a good deal about why certain techniques work better than others."

John Lamberski,
Mercer Thompson LLC

"Interesting topic for a CLE and passionate presenters. I will benefit from this in all facets of my life, personal as well as professional. "

Jerry Stehlik,
Bucknell Stehlik Sato & Stubner, LLP

"Engaging and articulate facilitator, clear and well organized presentation, great content. "

James Ficaro,
The Weiser Law Firm

"Very interesting CLE. Extremely relevant, broadly applicable, and great concepts that will change my daily interactions with clients and others."

Jane Huang,
Hogan Lovells

"My experience with client development was limited before this course, though now (as a result of this program) I feel much more prepared to make rain and develop my own book of business."

Eric Ballou,
The Nelson Law Firm