A Great Lawyer Must Be a Great Negotiator: Skills for You to Be the Best Negotiator in the Room

Production Date: November 10, 2016 Practice Areas: Alternative Dispute Resolution and Privacy & Cybersecurity Estimated Length: 3614 minutes


$ 59 Alternative Dispute Resolution and Privacy & Cybersecurity In Stock

A lawyer’s ability to negotiate is in many ways the most important skill a lawyer can have.  In this course, Technology Lawyer, negotiator, commentator, author, and frequent speaker on negotiating skills, Mark Grossman gives you the benefit of what he learned in his 30 plus years as a negotiator. Mr. Grossman utilizes Grossman-ism: “he who drafts sets the agenda” to discuss how to successfully approach a negotiation, genuinely listen during a negotiation, and even how to use back channel communication and technology such as WebEx to help move negotiations along.

As a bonus to movie buffs everywhere, he also discusses how to use an important takeaway in team negotiating strategy from Marlon Brando in “The Godfather.”  

Learning Objectives: 

  1. Understand the importance of knowing your BATNA - Best Alternative to a Negotiated Agreement

  2. Recognize why listening is an important negotiating skill
  3. Handle people who use bullying as a negotiating tactic
  4. Successfully negotiate in foreign countries
  5. Use the mere passage of time to your advantage
  6. Get the other side to reveal their unspoken agenda
  7. Trade items that are unimportant to you to gain important concessions
  8. Strategically use escalations to gain concessions
  9. Differentiate those rare situations where email negotiations help
  10. Identify how to use "authority" and “lack of authority” strategically
  11. Negotiate precise contract language

Anthony K.
Franklin Square, NY

So far, this has been my favorite seminar.

John I.
Plainfield, IL


Tole Z.
Massapequa, NY

Mark killed it on this one. Really good, practical and engaging.

Andrea B.
Honeoye Falls, NY

Excellent presentation!

Karl O.
Sodus, NY

A good general overview of how to negotiate.

Philip O.
East Hampton, NY

fabulous speak with great tips

Michael W.
Orange, CT

Very good 1 hour program -- good stories and anecdotes illustrate important principles

Paul K.
Dana Point, CA

well presented

Monica H.
Mount Vernon, OH

Excellant information!!

Bryan C.
Atlanta, GA

fantastic program

Ellen T.
San Diego, CA


Daniel F.
Princeton, NJ

Very entertaining and informative!

Cynthia Coulter M.
Monrovia, CA

It was a good presentation. I listened twice to make sure I didn’t miss anything.

Susan M.
Rensselaer, NY

Great tips on negotiations I would watch more CLEs from Mr. Grossman!

Bari S.
Jersey City, NJ

Great program

Katherine N.
San Diego, CA

Light, but very helpful. Some common sense recommendations that are so easy to forget in the throes of a negotiation.

Chun L.
Brooklyn, NY

Very helpful and practical information on a challenging topic.

Wendy M.
Santa Barbara, CA

Outstanding content & speaker. Very useful insights & material.

Lisa O.
Quincy, IL

Great presentation! One of the best I have seen.


Very Helpful!

S.A. M.
Atlanta, GA

Every word was necessary - shortest CLE program I have EVER sat through - "amazing," as they say

Mary M.
Teaneck, NJ

Loved this guy!

Aubrey F.
Xenia, OH

Mark was an excellent speaker! As a lawyer whose day-to-day job is major government contract negotiations, I have listened to a number of speakers on this very topic. Mark has been my favorite by far- there were a lot of very detailed suggestions that I will begin applying in my negotiations and keep in my toolbox for later. Another excellent Lawline presenter!

Sandra S.
Buffalo Grove, IL

Very entertaining, engaging, and useful presentation!

Julie P.
St. Charles, IL

Excellent speaker. Excellent program.

Rosario P.
Oak Park, IL

He is a great presenter

Dana P.
Rockville, MD

Wow! Valuable content and entertaining as well. Great choice.

Nancy P.
Oceanside, NY

speaker was very enthusiastic-- and gave good practical advice.

dante d.
Hopewell, NJ

Traditional principles with good delivery

Aishania H.
New York, NY

Interesting and useful presentation with great examples.

susan s.
Skokie, IL

He was awesome.

Mary T.
Sidney, IL


Iris G.
Beverly Hills, CA

Very interesting and informative.

Lawrence F.
New York, NY

Very good speaker.

Sean O.
Renton, WA


Richard R.
Oak Park, IL

Engaging Speaker.

Daniel M.
Dallas, TX

Good speaker. Useful.

Emily Z.
Cambridge, MA

pretty good; dynamic speaker

Severin W.
Wilmington, DE

Well done!

Tara B.
Brooklyn, NY

Engaging and helpful

John K.
woodbury, NY

The speaker had a great and funny demeanor and presented the information in an interesting fashion.

Rhiannon B.
Malibu, CA

Great speaker

Gary R.
Glencoe, IL

Good speaker

Mark C.
San Francisco, CA

Good course

Jonathan E.
New York City, NY

Both amusing and informative.

Mark W.
Santa Barbara, CA

Mr. Grossman is an excellent speaker which made this CLE presentation one of the best I have a listened to on your platform.

Brian U.
Bellevue, WA

Instructor was one of the best I have viewed on Lawline.

Kenneth G.
Manhattan, NY

Excellent speaker

michael m.
Prescott Valley, AZ

Excellent material and education

Philip W.
Albany, CA

Very enlightening