ADAPTIVE NEGOTIATION SKILLS

1- DAY INTERACTIVE TRAINING

A G E N D A

8:00     Breakfast and Registration

8:30     Introduction to the Training and Training Faculty by a State Bar Official

8:35     Welcome by Trainer, Introduction to Training, Sign Posting the Day

8:45     Competitive Negotiation

9:30     First, Avoid Exploitation

10:00   Break

10:15   You’ve Got Mail

11:30   LUNCH

12:30   Beyond Avoiding Exploitation, Our Job is to be Successful. 

1:00     Opening Offers

1:30     Collaborative Negotiations

2:00     BREAK

2:15     Positions vs. Interests

3:00     Simulation: BankTec v. San Diego Federal

3:30     Managing Negotiation Style

3:50     How Do You Define Success?

4:10     Final Comments and Questions

4:20     ADJOURN