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About the Programme
Negotiation is a key competency of lawyering. Yet many of us do not have formal training in negotiating. Often, we negotiate by acting instinctively (and often randomly), or emulating our seniors, or (perish forbid) model what we see on shows like Jerry Maguire or Suits. And through this process of trial and error, we develop our own styles of negotiating.
However, sometimes, these styles that we develop can lead to three difficulties. First, the styles that we develop do not necessarily sit well with our personality or conflict resolution styles. Secondly, the styles we adopt are not necessarily guided by a coherent paradigm or strategic thinking and action. Finally, these styles are often adversarial and zero-sum, leaving some negotiators feeling like they have been bullied or taken advantage of and others feeling like a-holes.
This workshop does not seek to replace the existing effective negotiation skills that you already have. However, if you feel you could be more effective in negotiating or would like to enhance the range of tools you have available to negotiate effectively, then this workshop can assist.
This workshop will focus on giving participants a working knowledge of the Interests-Based Model of Negotiation created by Roger Fisher and as taught at the Program on Negotiation at Harvard Law School. It will be taught through a mixture of presentations, facilitated discussions and role plays.
In this workshop, participants will learn how to: