Negotiating and Influencing Tactics for Legal Professionals

Whether over the telephone, in arbitration or mediation or fee setting, negotiation is one of the central skills of the legal professional. During this course delegates will learn powerful techniques and tactics developed by some of the world’s top negotiators and will learn to implement them during focused practical sessions.

The course covers a wide range of techniques to help delegates deal with tough negotiators, develop their personal influencing style and learn more about their current strengths and weaknesses.

 Overview

This course covers the entire negotiation process from beginning to end. You will learn the key stages that successful negotiators move through, how to build rapport and strong working relationships and how to identify when a successful outcome has been achieved.

You will benefit from a range of practical tactics to help you influence and persuade effectively and will learn how to defuse conflict quickly. The course will help you manage your dealings with others in a way the enables you to retain control.

You will have a unique opportunity to assess your personal negotiating style through practical sessions, and will have expert feedback on the strengths and weaknesses of your approach. You’ll get plenty of advice and tips to ensure you will improve your performance straight away.

This course offers a unique and invaluable practical skill kit to help you achieve more from your negotiations. Anyone whose work involves influencing and persuading others will find this course of huge benefit.

 Who would benefit from this course?

This course is appropriate to anyone whose role involves negotiation. In-house deliveries are specifically adapted to meet delgegates' individual needs and those of the firm as a whole.

 Full list of learning outcomes:

On completion of this programme participants will:

• Understand what negotiation is about - the benefits and the downsides
• Understand and use a 'principled negotiation' style and approach
• Identify their own personal behavioural traits and examine how these may impact upon their negotiations
• Describe and use the three step model to maintain control
• Practice win-win negotiating and learn how to achieve the critical success factors
• Receive and provide reinforcing and constructive feedback in a safe environment
• Develop a personal action plan for immediate use back in the workplace

 Key issues addressed:

 Dealing with tough negotiators and with conflict
You don’t need to be tough or aggressive to be a successful negotiator, but some people use these tactics to bully others into accepting their terms. During this course you will learn how to deal with aggressive negotiators by quickly establish a disarming rapport and will gain a range of skills to help you spot and quickly defuse conflict if it arises. You will learn how to control the tone of the negotiation as well as its course.

 Practicing your negotiation skills
This course provides plenty of time to practice and develop your new skills through interactive challenges and exercises. Not only will you get a chance to try out the negotiation techniques you learn, but you will also learn from others in your group and gain constructive feedback from the trainer.

 Understanding the impact of your behaviour
You will have an opportunity to assess your own behavioural traits with guidance from your trainer, and to gain an understanding of how this can impact on your negotiations. By modifying certain traits and mannerisms you will be able to improve your personal impact and increase your negotiation effectiveness. This can be an eye-opening experience!

 Understanding the value of planning
Planning in negotiations is often the key to success or failure. Knowing what your goals are before you set out and how you intend to reach them is essential to achieving excellent results. You will learn how to plan, execute and close your negotiations with confidence and within a structure that will ensure you are not sidetracked, or lured into accepting unfavourable outcomes.

 Forthcoming courses

Open Courses

Please call for details.

In-house courses

This course can be delivered at your offices for small groups of up to 10 people. This is a cost effective option and allows us to tailor the course content to the nature of your work and precise needs.

Please contact us for further details on 0845 2260624 or by email.