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Negotiation Success 2: Negotiation Preparation: Developing a Needs Map

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Segment 1: 60 minutes		Leverage Through Empathic Investigation Our typical negotiation styles consider our needs, but often overlook the needs of the other side. This section includes a detailed process for creating a substantial needs and interests map as a means toward developing and proposing solutions which are beneficial to us, and acceptable to them.

Segment 2: 60 minutes		Communicating Toward Cooperation Meeting our objectives becomes exponentially more feasible when we effectively communicate to others that we have considered their perspective. We can accomplish this by communicating through a framework of genuine curiosity. The result is reciprocity and a more willing partner.

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

"The class content exceeded my expectations and caused me to think about the kind of person I come across as, which is important but not a subject lawyers are usually trained on."

John Lamb, Attorney,
Caterpillar Financial Services

"Interesting and unique content. This course addressed topics that lawyers need to address, how we perceive and are perceived by others. Refreshing and informative!"

Lucia McLaren,
Johnson Becker, PLLC

"Likeable Lawyer programs help lawyers lead more fulfilled careers and would benefit every lawyer. The Aristotelian principles covered will help me become a more valuable and influential lawyer. "

John Hammond,
Ice Miller, LLP

"This course hit the spot!"

Brenda Dominguez,
Arizona Supreme Court