On-Demand   On-Demand Web Programs

Basic Negotiation Skills 2017

Released on: Jan. 25, 2017
Running Time: 06:21:30

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.

You will learn:

  • Following six steps to 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
  • Considering alternative dispute resolutions and alternatives to trial

Practitioners who want to gain understanding of the negotiation process should view this program. 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.


Lecture Topics [Total time 06:21:30]

Segments with an asterisk (*) are available only with the purchase of the entire program.


  • Program Overview and Introductions* [00:03:45]
    Doug MacKay
  • Outlining Negotiation Types and Processes [01:03:25]
    Doug MacKay
  • Understanding the Ethics of Negotiation [01:00:30]
    Sheila Purcell, John Dean
  • Strategizing Before a Negotiation [01:00:20]
    Christopher M. Tirrell, Brendan P. Glackin
  • Setting the Climate and Flexing Your Communication and Negotiation Style [01:15:05]
    Gayle M. Athanacio, Robin G. Workman
  • Managing the Bargaining and Concession-Making Process, while Mastering Tactics and Deflecting Ploys [01:00:25]
    Jamison R. Narbaitz, Jennifer T. Sanchez, Matthew P. Vafidis
  • Considering Alternatives to Trial: Alternative Dispute Resolutions and Mediations [00:58:00]
    Professor Rishi Batra, Shirish Gupta

The purchase price of this Web Program includes the following articles from the Course Handbook available online:


  • COMPLETE COURSE HANDBOOK
  • Outlining Negotiation Types and Processes Materials
    Doug MacKay
  • Negotiation Skills (PowerPoint slides)
    Doug MacKay
  • Ethics Rules Excerpts
    Sheila Purcell, John Dean
  • Negotiation Tactics Questionnaire
    John Dean, Sheila Purcell
  • Negotiation Tactics Questionnaire Tally Sheet
    John Dean, Sheila Purcell
  • Understanding the Ethics of Negotiation (PowerPoint slides)
    Sheila Purcell, John Dean
  • Negotiation Prep—Questions to Ask
    Christopher M. Tirrell, Brendan P. Glackin
  • Readings on Negotiation
    Christopher M. Tirrell, Brendan P. Glackin
  • Negotiation Conflict Styles
    Calum Coburn, Robin G. Workman, Gayle M. Athanacio
  • Setting the Climate and Flexing Your Communication and Negotiation Style (PowerPoint slides)
    Robin G. Workman, Gayle M. Athanacio
  • Negotiating with a Better More Experienced Negotiator
    Jamison R. Narbaitz
  • Litigation Negotiation Q&A
    Matthew P. Vafidis
  • Mediation Statements (September 2014)
    Shirish Gupta
  • Common Negotiating Mistakes (February 2015)
    Shirish Gupta
  • Best Predictor of Settlement (July 2015)
    Shirish Gupta
  • JAMS Streamlined Arbitration Rules & Procedures (July 2014)
    Shirish Gupta
  • California Judicial Reference, JAMS
    Shirish Gupta
  • Considering Alternatives to Trial: ADR & Mediation (PowerPoint slides)
    Shirish Gupta, Rishi Batra

Presentation Material


  • Negotiation Skills
    Doug MacKay
  • Understanding the Ethics of Negotiation
    John Dean, Sheila Purcell
  • Strategizing Before a Negotiation
    Brendan P. Glackin, Christopher M. Tirrell
  • Setting the Climate and Flexing Your Communication and Negotiation Style
    Gayle M. Athanacio, Robin G. Workman
  • Negotiating with a More Experienced Negotiator
    Jamison R. Narbaitz, Jennifer T. Sanchez, Matthew P. Vafidis
  • Considering Alternatives to Trial: ADR & Mediation
    Professor Rishi Batra, Shirish Gupta
Chairperson(s)
Doug MacKay ~ Director, Exec-Comm LLC
Speaker(s)
Gayle M. Athanacio ~ Shareholder, Rogers Joseph O'Donnell
Professor Rishi Batra ~ Associate Professor of Law and Director of the Academy for Leadership in the Legal Profession, Texas Tech University School of Law
John Dean ~ Adjunct Professor, UC Hastings College of the Law
Brendan P. Glackin ~ Partner, Lieff Cabraser Heimann & Bernstein, LLP
Shirish Gupta ~ Mediator/Arbitrator, JAMS
Jamison R. Narbaitz ~ Senior Counsel, Clyde & Co. US LLP
Sheila Purcell ~ Director and Clinical Professor of Law, UC Hastings College of the Law
Jennifer T. Sanchez ~ Partner, Gibson Robb & Lindh LLP
Christopher M. Tirrell ~ Associate Commercial Counsel for X, Google
Matthew P. Vafidis ~ Partner, Holland & Knight LLP
Robin G. Workman ~ Principal Owner, Workman Law Firm, PC
General credit information about this format appears below. For credit information specific to this program, please choose your jurisdiction(s) in the Credit Information box on the right-hand side of this page.

PLI’s live and on-demand webcasts are single-user license products intended for an individual registrant only. Credit will be issued only to the individual registered.


U.S. MCLE States

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Connecticut: Effective January 1, 2017, all PLI products can fulfill Connecticut’s CLE requirements. There is no limit to the number of credits an attorney can earn via PLI products.

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Newly Admitted Attorneys:  PLI’s transitional on-demand web programs can be used to fulfill the requirements for New York newly admitted attorneys. Only professional practice and law practice management credits may be earned via transitional on-demand web programs. Ethics and skills credits may not be earned via on-demand web programs.

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Texas:  All PLI products can fulfill Texas’ CLE requirements. There is no limit to the number of credits an attorney can earn via PLI products.

Utah:  PLI’s on-demand web programs qualify as “self-study” credit. Attorneys are limited to 12 credits of self-study per reporting period.

Vermont:  PLI’s on-demand web programs qualify as “self-study” credit. Attorneys are limited to 10 credits of self-study per reporting period.

Virgin Islands:  All PLI products can fulfill the Virgin Islands’ CLE requirements. There is no limit to the number of credits an attorney can earn via PLI products.

Virginia:  PLI’s on-demand web programs qualify as “pre-recorded” credit. Attorneys are limited to 8 credits of pre-recorded programs per reporting period.

Washington:  PLI’s on-demand web programs qualify as “A/V” credit. Attorneys are limited to 22.5 credits of A/V programs per reporting period.

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CPD Jurisdictions

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Quebec (CPD-QC):  PLI’s on-demand web programs can fulfill Quebec’s CPD requirements.

Hong Kong (CPD-HK):  PLI’s on-demand web programs are not approved for CPD-HK credit.

United Kingdom (CPD-UK):  PLI’s on-demand web programs can fulfill the United Kingdom’s CPD requirements.

Australia (CPD-AUS):  PLI’s on-demand web programs may fulfill Australia’s CPD requirements. Credit limits for on-demand web programs vary according to jurisdiction. Please refer to your jurisdiction’s CPD information page for specifics.


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IRS Continuing Education (IRS-CE):  PLI’s on-demand web programs may fulfill IRS-CE requirements. To request IRS-CE credit, please notify PLI at plicredits@pli.edu of your request and include your Preparer Tax Identification Number (PTIN).

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Compliance Certification Board (CCB):  PLI’s on-demand web programs qualify as “self-study” credit. Candidates are limited to 10 self-study credits per 12-month period, and certification holders are limited to 20 self-study credits per 2-year renewal period.

Certified Anti-Money Laundering Specialists Certification (CAMS):  PLI’s on-demand web programs are not approved for CAMS credit.

New York State Social Worker Continuing Education (SW CPE):  PLI’s on-demand web programs are not approved for SW CPE credit.

American Bankers Association Professional Certification (ABA):  PLI’s on-demand web programs may fulfill ABA credit requirements.

 

Related Items

Live Programs  Live Programs

Basic Negotiation Skills 2018 (San Francisco, CA) Jan. 10, 2018

On-Demand  On-Demand Programs

Negotiation Skills 2.0: Moving Beyond the Basics Jan. 19, 2016

Handbook  Course Handbook Archive

Basic Negotiation Skills 2018  
Basic Negotiation Skills 2017 Doug MacKay, Exec-Comm LLC
 
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