May

    Managing the Process

    12 PM GMT

    Program Description:

    This webinar explores the manner in which parties to a negotiation: communicate with one another while exchanging information and bargaining related to concepts,  ideas, numbers, and dollar figures; and, reach an agreement that satisfies the needs, interests, and desires of each party. Participants will learn and apply Ten Fluid Steps that will help them manage and organize their negotiation efforts and maximize client results, while nurturing trust, maintaining integrity, and furthering the parties’ mutual goals. Discussion topics will include: negotiation styles (adversarial vs. problem solving); framing; levels of authority; psycho-social factors, including how to use the factors in your favor while avoiding psychological pitfalls; planning offers/demands/proposals; persuasion and justification techniques to support “reasonableness” or “fairness”; incremental and alternating patterns of concession; dealing with silence or demands you don’t like; adapting to and evaluating new information or changing circumstances; and, signaling that you are near your “best and final offer”. Participants will be given an opportunity to apply, analyze, and implement the educational content with real-life examples.  

    About the Series:

    This 5-part Negotiation Series is a unique opportunity to learn from some of the leading experts in the field. Each webinar will focus on different stages of the negotiation process, with useful techniques and strategies for negotiators discussed throughout. From preparing to negotiate to dealing with difficult parties, learn about tactics that can help you as a negotiator reach a successful deal. Webinars will be held once a month from February to June 2016. 

     

    Special Deal:

    Get 20% off when you purchase the remainder of the series today! Please log in and select the "2-Part Series" price in the drop-down menu to receive this deal.

     

    Series Schedule:

    Each webinar will run from 12:00 ET - 1:15 ET.

     

    February 23, 2016

    Part 1: The Secret for Success in Negotiation: Preparation

    March 29, 2016

    Part 2: Preliminary Stage: From Hello through Opening Offers

    April 26, 2016

    Part 3: How to Deal With Difficult People and Tactics

    May 24, 2016

    Part 4: Managing the Process

    June 28, 2016

    Part 5: Sealing the Deal: Issues and Tactics

     

    Registration Deadline:

    May 23, 2016  
     

    Scholarships:

    Scholarships to defray tuition expense for ABA Center for Professional Development programs are available upon application on a program-by-program, case-by-case basis. Preference will be given to public interest lawyers, government lawyers, full-time law professors, solo or small firm practitioners of limited means, and unemployed attorneys. Click here to complete a scholarship request for a specific program. Scholarship applications must be received at least one week before the program start date; applications submitted after that date will not be considered. You will be notified prior to the program if your application is approved. A minimum fee may be charged on all approved scholarship applications to defray expenses.


     

     

     

    $100
    NON-MEMBERS
    $75
    MEMBERS
    $40
    SECTION MEMBERS
    Register Now *Additional discounts may apply at checkout

    Log In to view your rate

    Managing the Process

    Event Details

    Format

    Web

    Date

    May 24, 2016

    2016-05-24T12:00:00 2016-05-24T13:15:00 Managing the Process

    Program Description:

    This webinar explores the manner in which parties to a negotiation: communicate with one another while exchanging information and bargaining related to concepts,  ideas, numbers, and dollar figures; and, reach an agreement that satisfies the needs, interests, and desires of each party. Participants will learn and apply Ten Fluid Steps that will help them manage and organize their negotiation efforts and maximize client results, while nurturing trust, maintaining integrity, and furthering the parties’ mutual goals. Discussion topics will include: negotiation styles (adversarial vs. problem solving); framing; levels of authority; psycho-social factors, including how to use the factors in your favor while avoiding psychological pitfalls; planning offers/demands/proposals; persuasion and justification techniques to support “reasonableness” or “fairness”; incremental and alternating patterns of concession; dealing with silence or demands you don’t like; adapting to and evaluating new information or changing circumstances; and, signaling that you are near your “best and final offer”. Participants will be given an opportunity to apply, analyze, and implement the educational content with real-life examples.  

    About the Series:

    This 5-part Negotiation Series is a unique opportunity to learn from some of the leading experts in the field. Each webinar will focus on different stages of the negotiation process, with useful techniques and strategies for negotiators discussed throughout. From preparing to negotiate to dealing with difficult parties, learn about tactics that can help you as a negotiator reach a successful deal. Webinars will be held once a month from February to June 2016. 

     

    Special Deal:

    Get 20% off when you purchase the remainder of the series today! Please log in and select the "2-Part Series" price in the drop-down menu to receive this deal.

     

    Series Schedule:

    Each webinar will run from 12:00 ET - 1:15 ET.

     

    February 23, 2016

    Part 1: The Secret for Success in Negotiation: Preparation

    March 29, 2016

    Part 2: Preliminary Stage: From Hello through Opening Offers

    April 26, 2016

    Part 3: How to Deal With Difficult People and Tactics

    May 24, 2016

    Part 4: Managing the Process

    June 28, 2016

    Part 5: Sealing the Deal: Issues and Tactics

     

    Registration Deadline:

    May 23, 2016  
     

    Scholarships:

    Scholarships to defray tuition expense for ABA Center for Professional Development programs are available upon application on a program-by-program, case-by-case basis. Preference will be given to public interest lawyers, government lawyers, full-time law professors, solo or small firm practitioners of limited means, and unemployed attorneys. Click here to complete a scholarship request for a specific program. Scholarship applications must be received at least one week before the program start date; applications submitted after that date will not be considered. You will be notified prior to the program if your application is approved. A minimum fee may be charged on all approved scholarship applications to defray expenses.


     

     

     

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