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Webinar

Basis of Influence 3: Active Listening and Learning Conversations

Dec 17, 2020
2:30 pm - 4:00 pm Central Time Zone

Use calculator to show CLE credit for your state.

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.
 

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.


Date: 12/17/2020
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 program content is suited well for lawyers no matter what area of practice. Both in handling client relationships and adversary relationships with other lawyers. It is a good value. "
James P. Burnett,
Lutz, Burnett, McDermott, Jahn & King



"A fun and engaging discussion that was very relevant and way better than most CLEs."
Mark Asbill,
Wells Fargo Legel Department



"This seminar is critical for every person who wants to succeed in the practice of law and understand and overcome the challenges inherent with representing clients."
Guy Brown,
Attorney



"Amazingly focused and valuable tools for client development."
Brice Tarzwell,
Bracewell & Giuliani LLP



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