Seminar  Seminar

Basic Negotiation Skills 2014

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.

9:00 Program Overview and Introductions
Speakers: 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.

Speakers: 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.

Speakers: Michael E. Dickstein, 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.

Speakers: 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.

Speakers: Rollin B. Chippey II, 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.

Speakers: 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.

Speakers: Anthony Grumbach, Janet Stone Herman, Adine Varah

Program Attorney(s)
Christina Thompson ~ Program Attorney, Practising Law Institute

San Francisco Seminar Location

PLI California Center, 685 Market Street, San Francisco, California 94105. (415) 498-2800

San Francisco Hotel Accommodations

The Palace Hotel, 2 New Montgomery Street, San Francisco, California 94105. Call (800) 917-7456 seven days a week from 6:00 am to 12:00 am (PDT) and mention you are attending this program at Practising Law Institute to receive the preferred rate. For online reservations, go to to receive the preferred rate.

Due to high demand we recommend reserving hotel rooms as early as possible.

PLI seminars qualify for credit in all states that require mandatory continuing legal education for attorneys. Please be sure to check with your state.

Please check the Credit Information box to the right of each product description for credit information specific to your state.

Special Note: In New York, newly admitted attorneys may receive CLE credit only for attendance at "transitional" programs during their first two years of admission to the Bar. Non-traditional course formats such as on-demand web programs or recorded items, are not acceptable for CLE credit. Experienced attorneys may choose to attend and receive CLE credit for either a transitional course or for one geared to experienced attorneys.  All product types, including on-demand web programs and recorded items, are approved for experienced attorneys.

Please Note: The State Bar of Arizona does not approve or accredit CLE activities for the Mandatory Continuing Legal Education requirement. PLI programs may qualify for credit based on the requirements outlined in the MCLE Regulations and Ariz. R. Sup. Ct. Rule 45.

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.

Credit will be granted only to the individual on record as the purchaser unless alternative arrangements (prearranged groupcast) are made in advance.

Related Items

Live Seminars  Live Seminars

Basic Negotiation Skills 2015 (San Francisco, CA) Jan. 12, 2015

Handbook  Course Handbook Archive

Basic Negotiation Skills 2015  
Basic Negotiation Skills 2014 Doug MacKay, Exec
Item# 52490
Location:  San Francisco, CA
We are sorry, but this program is no longer available for purchase online. For more information please call our Customer Service Department at (800) 260-4PLI.

Seminar attendance includes course handbook and associated course materials. A downloadable course handbook will also be available several days prior to the program start for your review.