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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: $99.00



 
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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"This course demonstrates the importance of pathos in persuasion with realistic examples of how communication and negotiation can go awry, and how it can be righted."
Christine Dehney,
Attorney



"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



"I found this CLE course to be thought-provoking, beneficial and practical, both as a litigator and as managing partner of my law firm. It far exceeded my expectations."
Melody Hurdle Eagan,
Lightfoot Franklin & White, LLC



"Excellent program for all lawyers that offers different methods to improve interactions with clients, opposing counsel and staff. "
Scott Allinson,
Norris, McLaughlin & Marcus



"This is one of the most informative and engaging CLE classes I've taken. I wish I had taken it years ago."
James E. Fearn,
Seattle Housing Authority