Principled Negotiation for Lawyers

Course Outline:

1. Where does it all go wrong?
-Misunderstandings,
-Defence

2. Conflict Handling Styles
-TKI – Thomas Kilmann

3. Face Based Negotiation
-Needs
-Loss Prevention and Repair

4. Harvard Concepts
-Interests, Problem, Objective Criteria
-ZOPA, BATNA

5. 7 Arguments

6. Power

7. Principled Negotiation
– Preparation, Opening, Exploration, Bargaining, Agreement

8. Summary