Every interaction with co-counsel or opposing counsel presents attorneys with an opportunity to gain knowledge and position themselves for future negotiations. Values, circumstances, habits, and the unconscious are all at play. Psychological/leadership concepts like the formula for change, trading things of unequal value, the Johari window, and the four tendencies provide a lens through which to gain a better understanding of the forces at work during negotiations and to harness the power of that knowledge. Utilizing such skills adds value for clients and makes an attorney’s job as a negotiator easier.
These concepts are especially relevant to prepare for negotiations that will fully and finally resolve a dispute, such as during mediation, which continues to be a popular negotiation vehicle. This course, presented by Lauren E. Davis of Frith & Ellerman Law Firm, P.C. in Roanoke, Virginia, reviews practical ways to integrate psychological principles when preparing for and executing negotiations during mediation.
I appreciate the speaker's suggestions of other books to read on this topic.
Interesting topic. Would love to hear one specific to contract negotiations.
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