This is a webcast of the live New York session.Why you should attend
Negotiation is part of any lawyer’s everyday life. You negotiate with colleagues, clients, and staff about an array of issues, ranging from simple project deadlines to complex contractual language. This program is designed to help you gain confidence in every negotiation you conduct. The panelists represent academicians, sole practitioners, and members of leading local law firms.
What you will learn
- How to follow the six steps of a successful negotiation
- Organizing a strategy before, during and after a negotiation
- Identifying the three types of negotiations and when to use each
- Creating and using currencies during a negotiation
- Bargaining and offering concessions effectively
- Preparing tactics and avoiding ploys during a negotiation
Who should attend
Practitioners who want to gain understanding of the negotiation process should attend. This program will prove helpful for new attorneys, or those transitioning to a negotiation-heavy practice. Also, the sessions will address issues pertinent to those experienced practitioners who wish to refresh their negotiation skills, or learn new approaches to the negotiations they conduct.
PLI Group Discounts
Groups of 4-14 from the same organization, all registering at the same time, for a PLI program scheduled for presentation at the same site, are entitled to receive a group discount. For further discount information, please contact membership@pli.edu or call (800) 260-4PLI.
PLI Can Arrange Group Viewing to Your Firm
Contact the Groupcasts Department via email at groupcasts@pli.edu for more details.
Cancellations
All cancellations received 3 business days prior to the program will be refunded 100%. If you do not cancel within the allotted time period, payment is due in full. You may substitute another individual to attend the program at any time.
All times are P.S.T.
9:00 Program Overview and Introductions
Doug MacKay
9:15 Outlining Negotiation Types and Processes
This session provides an overview of the key types of negotiations most lawyers face. It details the six steps of the negotiation process. We’ll also examine the three types of negotiations attorneys will likely encounter in face-to-face, phone and email negotiations.
Doug MacKay
10:15 Strategizing Before a Negotiation
Successful negotiations begin well before you sit opposite the other negotiator. This session focuses on how to prepare in advance of any negotiation. The panelists will discuss setting goals and parameters, and considering the other side’s perspectives.
Jill H. Feldman, Janet Martinez
11:15 Networking Break
11:30 Setting the Climate and Flexing Your Communication and Negotiation Style
As a negotiation begins, you need to set the tone of the conversation. You also need to gather valuable information from the other side. The key is phrasing the questions correctly. Understanding your communication style and how to flex your style during a negotiation makes you a more facile and effective negotiator, as the conversation evolves.
Janet L. Frankel, Jamison R. Narbaitz
12:30 Lunch
1:45 Managing the Bargaining and Concession-Making Process
Bargaining is most effective in a negotiation once you realize the value of what you can trade. Each side may trade items of unequal value, but each side must trade something, otherwise a stalemate occurs. Concessions provide the structure around the bargaining process and the panelists will address their strategies for giving concessions.
Janice Cho, Michael L. Fox
2:45 Mastering Negotiation Tactics and Deflecting Ploys
You can draw on a number of tactics to improve your presence and importance during a negotiation. Similarly, knowing ahead of time what types of ploys other negotiators may attempt allows you to calmly work around them. The panelists will discuss the range of tactics and ploys they’ve seen.
Jerome F. Birn, Jr., Matthew P. Vafidis
3:45 Networking Break
4:00 Negotiating with Colleagues and Peers
In addition to negotiating with clients and others outside your office, it’s likely you will need to negotiate extensively with colleagues and peers. While the process is similar to external negotiations, it does differ. During this discussion, we’ll review strategies and techniques to prepare you for these negotiations.
Anthony Grumbach, Janet Stone Herman, Adine Varah
5:00 Adjourn
Chairperson(s)
Speaker(s)
Janet L. Frankel ~ Certified Specialist in Family Law, Law Offices of Janet L. Frankel
Anthony Grumbach ~ Director of Professional Development, Farella Braun + Martel LLP
Janet Martinez ~ Director and Senior Lecturer, Gould Negotiation & Mediation Program, Stanford Law School
Adine Varah ~ Deputy City Attorney for City and County of San Francisco (Arts and Cultural Institutions), Office of the City Attorney
Program Attorney(s)
PLI makes every effort to accredit its Live Webcasts. Please check the CLE Calculator above for CLE information specific to your state.
PLI's Live Webcasts are approved for MCLE credit (
unless otherwise noted in the product description) in the following states/territories: Alabama, Alaska, Arkansas, California, Colorado, Delaware, Florida, Georgia, Hawaii, Idaho*, Illinois, Indiana
1, Iowa*, Kansas*, Kentucky*, Louisiana, Maine*, Minnesota, Mississippi, Missouri, Montana, Nebraska, North Carolina, North Dakota, New Hampshire*, New Jersey, New Mexico, Nevada, New York
2, Ohio
3, Oklahoma, Oregon*, Pennsylvania
4, Rhode Island, South Carolina, Tennessee, Texas, Utah, Vermont, Virginia
5, Virgin Islands, Washington, West Virginia, Wisconsin, and Wyoming*.
*PLI will apply for credit upon request.
Arizona: The State Bar of Arizona does not approve or accredit CLE activities for the Mandatory Continuing Legal Education requirement.
Arkansas and Oklahoma: Audio-only live webcasts are not approved for credit.
1Indiana: Considered a distance education course. There is a 6 credit limit per year.
2New York: Newly admitted attorneys may not take non-transitional course formats such as on-demand audio or video programs or live webcasts for CLE credit. Newly admitted attorneys not practicing law in the United States, however, may earn 12 transitional credits in non-traditional formats.
3Ohio: To confirm that the live webcast has been approved, please refer to the list of Ohio’s Approved Self Study Activities at http://www.sconet.state.oh.us. Online programs are considered self-study. Ohio attorneys have a 6 credit self-study limit per biennial compliance period. The Ohio CLE Board states that attorneys must have a 100% success rate in clicking on timestamps to receive ANY CLE credit for an online program.
4 Pennsylvania: A live webcast may be viewed individually or in a group setting. Credit may be granted to an attorney who views a live webcast individually. There is a 4.0 credit limit per year for this type of viewing. A live webcast viewed in a group setting receives live participatory credit if the program is open to the public and advertised at least 30 days prior to the program. Live webcasts viewed in a group setting that do not advertise at least 30 days prior the program will be considered "in-house", and therefore denied credit.
5Virginia: All distance learning courses are to be done in an educational setting, free from distractions.
Running time and CLE credit hours are not necessarily the same. Please be aware that many states do not permit credit for luncheon and keynote speakers.
Note that some states limit the number of credit hours attorneys may claim for online CLE activities, and state rules vary with regard to whether online CLE activities qualify for participatory or self-study credits. For more information, refer to your state CLE website or call Customer Service at (800) 260-4PLI (4754) or email: info@pli.edu.
If you have already received credit for attending some or the entire program, please be aware that state administrators do not permit you to accrue additional credit for repeat viewing even if an additional credit certificate is subsequently issued.