万法通法律英语课程Negotiation_skills_for_lawyer.ppt

Why negotiation skills are crucial for lawyers? “ A victorious army wins its victories before seeking battle.” Sun Tsu – the Art of War Negotiation skills is requisite for legal professionals. Every biz relationship is established through negotiation; A lawyer cannot sidestep negotiation; Negotiation skills is an ultimate embodiment of ability of a legal professional; Everybody can be a master negotiator through training and excising. Master Negotiator What sets the Master Negotiator apart? Why do we consider him a master? What does he know that the rest of us do not？ What can we learn from him? How do you feel… Take it or leave it! This proposal is non-negotiable. Don’t ask me to go back to my client on this. This is all we are going to do. This is it. If you don’t want to accept it at that condition, forget it. Negotiating with you is a waste of time. We’ll see you at the courthouse! Warning! Awareness Be aware of the truth that executives always have a different idea of “success” to that of their lawyers. Ask yourself a question: What is the secret to creating and sustaining trust in negotiation? A simple but sturdy norm in human behavior: the norm of Basic negotiation skills 1.Planning – you will only get the “right” result from a negotiation if you have a detailed plan as to how you will conduct the negotiation, and that includes a thorough understanding of what’s non-negotiable and what you are willing to settle on. Make sure every member in your team understands the plan. Basic negotiation skills 2.Listening – to be able to hear what the other side really wants and where they might be wiling to give way. This involves not just finding out what the other party wants but why they want it. Basic negotiation skills 3. Persuasion – getting others to see your point of view – good verbal communication skills will certainly help. Basic negotiation skills 4. Empathy – great negotiating isn’t about winning – it’s about getting a good