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Welcome to Mastering Negotiations: Conducting a Two-Party Negotiation. In this program, you will play the role of an Associate at the fictitious law firm of Blevin, Edmonds, & Victor, or BEV, P.A.
You’ve been assigned to negotiate a non-disclosure agreement between one of the firm's clients and the client’s prospective business partner. There's also the secondary issue of negotiating an evaluation fee that compensates the client fairly for delaying its own product development while the evaluation is in process.
Why you should participate
This program follows up on an earlier program called Mastering Negotiations: The Significance of Planning and Preparation. If you have not completed that first program, you may do better if you do so before you start this one. but that is optional.
What You Will Learn
After completing this program, participants will be able to:
- Apply problem-solving strategy to negotiate terms desired by a client.
- Apply a problem-solving strategy to negotiate terms desired by a counterpart.
- Protect critical information during questioning by a counterpart.
- Ask questions to gain information about a counterpart's position.
- Apply zero-sum bargaining techniques.
This program is from PLI's Interactive Learning Center. It offers a high level of participant engagement and requires more program interactions than a traditional program.
Who Should Attend
This program is designed for attorneys interested in learning negotiation techniques. Practitioners involved in technology transactions may find this program particularly helpful, but the lessons featured are applicable to all lawyers involved in negotiations.
1: Background (12 Minutes)
2: The Evaluation Team (10 Minutes)
3: Histograms & Cleanroom (15 Minutes)
4: No-Shop, Breathing Period, & Evaluation Failure (18 Minutes)
5: Dispute Resolution & Evaluation Fee (15 Minutes)
Total runtime: 1:10:00
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