Negotiation Workshop for Lawyers 2010

Overview

Recently admitted NY attorneys: This program is accredited for transitional CLE credit

Why You Should Attend

By attending this program you will learn effective negotiation skills and techniques by observing experts in simulated bargaining, by critical analysis of tactics and techniques, and by participating in an actual negotiation.

What People Are Saying

"Great class and such a great speaker/professor."
Sonja Radovanovic, Avaya Inc.

"The faculty was great - he was very interesting and engaging. He gave great tips/advice."
Anne Kennedy McGuire, Loeb & Loeb LLP

What You Will Learn

• What successful negotiators do at every stage of the negotiation process
• When (and how) to use an adversarial strategy and when (and how) to select a problem-solving approach
• How to differentiate (and choose) between a cooperative and competitive style
• When to use argument or appeal, threat or promise, to persuade your opponent
• How to get, give and guard the critical information that spells success
• When (and how) to concede without losing credibility
• How to use the client to advantage, control the agenda, avoid ethical traps and more . . . .

Who Should Attend

Whether your practice is corporate, litigation, or commercial, if you are not an experienced negotiator or feel that your skills are "rusty," this is the program for you!

Course Structure

In the morning and early afternoon, Dean Harbaugh will discuss the theory and tactics of bargaining and compare adversarial and problem-solving strategies.  The discussion will focus on controlling the critical information in negotiation, appreciating the role of individual style in the bargaining process, developing effective models of persuasion, and how to prepare, make and meet offers.  Excerpts from PLI's best-selling videotape, Basics of Negotiation, will be used to highlight the issues. The taped negotiation will demonstrate effective (and sometimes purposely ineffective) bargaining techniques.  Questions of ethical conduct and professional responsibility that arise in the lawyer negotiation process will also be considered.  Participants will then be briefed on the negotiation they will conduct.

In the afternoon, the participants will be paired to engage in private negotiating sessions.  Dean Harbaugh will circulate among the registrants to observe the negotiations.  Following this will be a discussion and critical review of the negotiating sessions, including a comparison of outcomes of your group with hundreds of lawyers who have negotiated the same problem.

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.

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.

Schedule

Registration will be thirty minutes before the start of the program.  A continental breakfast will be available at that time.

Morning Session:  9:00 a.m. - 12:45 p.m.

9:00  Introduction

9:05  The Assessment Stage

• Adversarial and problem solving strategies
• Getting information; forms of questions/active listening
• Protecting information - blocking tactics
• Ethical dimensions of information control

10:30  Break

10:45  The Persuasion Stage 

• Competitive styles and tactics
• Cooperative styles and tactics
• Effective argument/emotional appeal
• Threat and promise

• Preparing for offers and counter offers
• Making and meeting offers - Tactics and Techniques

3:00  Break

3:15  Negotiation problem:  Hsin Fung Electronics (HSN) & Odyssey Cable Network (OCN)

Negotiating by registrants

4:00  Joint questionnaire and small group discussion of problem

4:15  Debriefing of Negotiation Problem HSN-OCN

• Comparing Group outcomes
• Discussion and analysis involving all program participants

 5:00  Adjourn

Faculty

Chairperson(s)

Program Attorney(s)

CLE Credit

Travel Information

New York City Seminar Location

PLI New York Center, 810 Seventh Avenue at 53rd Street (21st floor), New York, New York 10019. Message Center, program days only: (212) 824-5733.

New York City Hotel Accommodations

The New York Hilton & Towers, 1335 Avenue of the Americas, New York, NY 10019. 1 block from PLI Center. Reservations 1-800-HILTONS or, 1-877-NYC-HILT. Please mention that you are booking a room under the Practising Law Institute Corporate rate and the Client File # is N495741. Reservations on line at www.hilton.com and enter the same Client File # in the Corporate ID # field to access Practising Law Institute rates.

The Warwick New York Hotel, 65 West 54th Street New York, NY 10019. 1 block from PLI Center. Reservations 800-223-4099 or, hotel direct 212-247-2700. Please mention that you are booking a room under the Practising Law Institute Corporate rate. Reservations on line at www.warwickhotelny.com Click reservations in menu bar on left. Select desired dates. In 'Special Rates' drop down window select Corporate Rate. In 'Rate Code' enter PLIN. Click search and select desired room type and rate plan. Or, you may email reservation requests to: res.ny@warwickhotels.com.