Strategic Legal Negotiation Skills

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.

Strategic 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.

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Regular Enrollment is $345, with an earlybird discount to $295 for those enrolling at least 21 days in advance. Government and non-profit employee enrollment is $225 as a courtesy. Members of our Affiliated Organizations receive a $40 discount on this course, and additional discounts include our 'Bring a Friend' discount of $30 each with two or more, and our 'Group Discount' of $50 each for three or more registering together from the same company, firm or non-profit organization.

This course will begin with breakfast and registration beginning at 8:30 a.m., class will commence at 9:00 and continue to 5:00, 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