Next Academy Course

Training Dates: TBD

Price per Participant: Euro 390 (+VAT, if applicable)

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Course Description

For non-native English speaking lawyers, it can be challenging to participate in international business negotiations due to limited opportunities to practice their skills in English as well as misunderstandings regarding the cultural and personal negotiating styles of their counter-parties.

In this course, you will learn to boost your leverage in negotiations by:

• practicing and receiving feedback on your negotiation skills via two negotiation role-plays;

• adopting an effective framework for organizing your pre-negotiation planning; and

• understanding not only your opponent’s negotiation style, but your own style as well.

Training Outcomes

After the course, you will be able to do the following:

• Prepare for negotiations in a strategic manner by analyzing key issues with our Negotiation Checklist.

• Update your strategies throughout the negotiation process by investigating the other side’s position via effective questioning techniques.

• Identify your preferred style of negotiation and develop a productive approach for dealing with the conflicting styles of other negotiators.

Sample Topics

This course focuses on negotiating techniques made popular by Harvard Law School’s Program on Negotiation (e.g. BATNA: how to boost your persuasive leverage by uncovering hidden alternatives). We also help students learn how to manage their own personal negotiation style as well as the different styles of their counterparties by applying the Negotiation Personality Test developed at Wharton Business School (University of Pennsylvania).

Your Trainer

Your trainer for this course is Aaron M. Muhly and/or Peter Horvath.

Common Questions

Number of Participants

As we would like to ensure that all participants can actively participate during the course and receive sufficient feedback, we recommend a maximum of 16 participants.

Length

Your colleagues will participate in 4 hours of live workshops. As we know that some of your colleagues will need to miss sessions due to client conflicts, we will help them stay caught up by providing them free access to our self-study videos and exercises.

Format

The course utilizes a workshop format. We will spend substantial time on coaching your colleagues to analyze and improve their writing based on the course’s contract drafting principles. We minimize our presentation time so that we can maximize our time on providing substantive feedback for individual drafting needs.

IT

Your colleagues can participate in the live sessions via Zoom. They will also have access to the self-study sessions via Teachable.

Register for Negotiation Strategies