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Adaptive Legal Negotiation Skills

with Lee Jay Berman

There is a science and a strategy to negotiation, whether a lawyer is negotiating deals, or settling complex litigation.  Most attorneys spend a significant amount of their time negotiating, whether externally on behalf of clients or managing internal firm matters, but most have never been trained in the underlying fundamentals of the legal negotiation process.  Many successful attorneys rely upon “gut instinct”, but fail to understand the art, the strategy and the science of legal negotiation.

At the American Institute of Mediation, our experience in working with attorneys has told us that most attorneys negotiate in a way that is consistent with their personality.  Nice attorneys tend to be more collaborative, which can sometimes leave clients’ value on the table.  “Bottom line” attorneys tend to play more hard-ball, often walking away without reaching a deal for their clients.  Successful lawyering requires mastering both styles of practice and using them strategically, as the clients' needs and the particular case or transaction dictates, if they are to reach their goals and represent their clients in the best possible fashion.

Adaptive Legal Negotiation Skills is a lively, interactive program that studies negotiation theory and practice, negotiation ethics and game theory, and uses role-play, case studies and high-energy, interactive lecture for maximum skill development.  After experiencing the practical tools we share during this highly energetic program, seasoned attorneys will acknowledge having used tools like these, but never having completely understood the strategy behind them, and they will negotiate very differently, representing their clients’ interests with the greatest fiduciary duty in mind.


What people have said about Lee Jay's course:

"I've mediated for over 18 years, and have built my own repertoire of skills based on instinct, intuition, and trial and error. Attending your recent training, I realized that the same things I have embraced as part of the art of negotiation were in reality part of the science of negotiation, and to reach the next level I needed to enhance my art by understanding the science involved.

I want to continue to expand my horizons and capabilities, and want to keep up with the cutting edge of these desperately needed skills, and want to continue to expand my horizons with like minded professionals."

Posted by Simon Harrison

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Approved for 6.5 hours of MCLE Credits in California.

This course is one full day, it will begin with breakfast and registration beginning at 8:30 a.m., class will commence at 9:00a.m., with an hour for lunch and one 10-15 minute break in the morning and the afternoon.  Continental breakfast, lunch and snacks will be served and are included. We typically end by 4:30 p.m. Please arrange to stay to the end and schedule outgoing flights after 6:30 p.m.

Enrollment Pricing

Pricing Options  

General Enrollment

$595 (after New Dates Coming Soon!)

Early Bird

$495 (21 days in Advance - on or before New Dates Coming Soon!)

Affiliated Organization - Early Bird

$295 (21 days in Advance - on or before New Dates Coming Soon!)

Affiliated Organization - General

$395 (after New Dates Coming Soon!)


$295 (FULL-TIME Employees)

NOTE: Mediator's Starter Kit is available at a discounted price of $129 (regular $149) when bundled with enrollment in this course.


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