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Webinar

Basis of Influence 3: Active Listening and Learning Conversations

Dec 20, 2018
2:30 pm - 4:00 pm Central Time Zone

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As lawyers we try to influence people in every aspect of our professional life, whether we are negotiating a case, developing clients, or just trying to get a staff member to improve work performance. This five-part series investigates the foundations of influence and the factors that result in increased success and cooperation .

These short courses build on sections from our highly regarded courses "The Trusted Lawyer" and "The Persuasive Lawyer." (The Basis of Influence Series covers additional new material, but there is some overlap and review.) Each short course stands alone, so you can can one or take them all!

Part 1: Leadership, Trust, and The 9 Techniques of Automatic Influence
(120 minutes)

Techniques of "automatic influence" are built into the fabric of what makes us human, and give the ability to persuade without the appearance of influence. Lawyers use and are influenced by them, sometimes without even realizing it. This course explores the factors that affect every attorney’s ability to lead and persuade, including the role of “perceived” trust, and what scholars have identified as the 9 Techniques of Automatic Influence.

  • Discuss the relational foundation for leadership and persuasion.
  • Learn how to build trust for effective influence.
  • Discover 9 powerful techniques that lead to unconscious influence.
Part 2: Passion, Reciprocation and Getting What You Want
(120 minutes)

At the heart of every lawyer’s success is the ability to elicit support from others. More than 2,000 years ago Aristotle discussed this as being dependent on the ability to evoke the right attitude or emotion in the other person. This section explores how to inspire others to want to support your objectives.

  • Inspire the right emotions consistent with persuasion.
  • Invoke the desire in others to support your objectives.
Part 3: Active Listening and the 4 Phases of Having a Learning Conversation
(90 minutes)

Master the art of listening, and you will encourage clients and other lawyers toward full disclosure of accurate information. This program helps you discover how a learning conversation can reveal important new facts, and increase your successes as a lawyer.

  • Improve client service by learning to identify true needs and objectives.
  • Learn the four phases for clear and persuasive communication.
Part 4: Avoiding the Consequences of Unintentional Communication
(150 minutes)

If you've ever found yourself on the (losing) end of explaining what you really meant, you know how damaging negative misinterpretations can be. Attorneys will learn simple ways to improve communication, build rapport, and match intentions to delivery.

  • Discover why people misinterpret communication and motives, and how this can easily compromise lawyer effectiveness.
  • Learn simple ways to avoid harmful miscommunication.
Part 5: Reducing the Effects of Stress and Anxiety on Negotiation and Well-Being
(120 minutes)

In this program, lawyers look at how breakdowns in communication, effectiveness, and health can be caused by intense work demands and stress. Lawyers learn the neurophysiology of stress, together with simple techniques to reduce anxiety and regain clarity.

  • Learn how to keep anxiety from derailing communication and negotiation.
  • Explore simple ways to increase clarity and enjoy practicing law.

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PRICE: $79.00



 

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90 minutes   The Four Phases of Having a Learning Conversation
When lawyers talk more than they listen, they sometimes fail to learn critical information about those they seek to influence. Learn the components of active listening and having a learning conversation in order to build rapport and increase success in negotiation, persuasion and conflict resolution.
 

Brian Hammer

Brian Hammer, M.A., J.D., is the founder and a facilitator for The Likeable Lawyer. Brian practiced law for over ten years before starting The Likeable Lawyer in 2003, and has designed and delivered thousands of highly-praised programs to law firms, corporations and organizations nationwide. He is a frequent speaker at bar conventions, law firm events and other professional association meetings. Brian is a graduate of the University of Texas School of Law, the University of North Carolina School of Business, and holds a Masters of Psychology degree from the University of Santa Monica.


Date: 12/20/2018
Start Time: 14:30:00Central Time Zone
End Time: 16:00:00Central Time Zone
Phone:

For information on how to connect, check the FAQ.

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 Trusted Lawyer is helpful to any lawyer who wants to build trust with clients, colleagues and opposing counsel."
Bryan Tyson,
Marcellino & Tyson, PLLC



"I was pleasantly surprised with the depth or probing of human motivations and the promotion of seeking win-win resolutions, a trait that I find sorely missing in the profession."
Mark Baker,
Attorney



"Excellent course. Surprisingly relevant to all aspects of my practice and my life."
Tracy Forsythe,
Attorney



"The course incorporates timeless principles from psychology and philosophy to inform and educate the legal practice. Fascinating class."
Adam Freed,
Proskauer Rose



"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