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Overview
Attorneys now find themselves in a time where relying on conventional negotiation tactics can leave them vulnerable to those using newer, more nuanced, techniques. In this One-Hour Briefing, Ben Sachs, a law professor, author, and business consultant who has trained thousands of lawyers on advanced negotiation skills, explains how the best attorneys blend old and new schools of negotiation to keep their edge in litigations, transactions, and private dealings. From “Getting to Yes” to “Never Split the Difference,” Professor Sachs explains how decades of evolution in negotiation practices have yielded a sophisticated, modern toolkit to help lawyers to stay competitive.
This training is about more than just learning new tactics; it's about building the confidence needed to face any negotiation scenario, ensuring lawyers are prepared even against those who are not shy about playing hardball. It is also not about dominance; these subtle techniques for creating and capturing value are so successful because they work without the other side even realizing that the power dynamic shifted, an especially important outcome for lawyers who need to maintain a positive relationship with the other side. These are skills that no litigator or dealmaker should be without.
You will learn:
- How to integrate classical “Harvard Model” negotiation principles with newer strategies (10 minutes)
- How elite negotiators prepare their strategies and talking points (10 minutes)
- How to navigate psychological and emotional barriers (10 minutes)
- How to develop trust and rapport to improve your negotiation position (10 minutes)
- How to encourage the other side to negotiate against themselves (10 minutes)
- How to defend against (and where appropriate, how to implement) common negotiation traps (10 minutes)
Who Should Attend: Attorneys who want to stay ahead of the curve in negotiations, no matter their tenure
Program Level: Update
Prerequisites: None
Advanced Preparation: None
Faculty:
Ben Sachs
Professor, University of Virginia School of Law
President, The Landing Group
Author of All Rise: Practical Tools for Building High-Performance Legal Teams