Course objectives

This intensive 15-hour programme will help legal professionals improve their negotiation skills in English. They will learn about and practise applying the intellectual framework known as “principled negotiation” and also sharpen their English-language vocabulary commonly used in negotiations.

Principled negotiation – also known as "integrative bargaining" or "win-win negotiation" – was developed by the Harvard Negotiation Project and popularised in the book Getting To Yes (participants will receive a copy of the book as part of the programme). In principled negotiation, the parties collaborate to develop a mutually beneficial agreement based on the interests of each. This contrasts with conventional "position-based" bargaining, which is typically a zero-sum game.

In this course each of the main ideas of principled negotiation will be examined. Participants will practise putting them into effect through role-playing and simulations, which will not only reinforce participants’ practical grasp of the concepts, but will introduce English-language vocabulary relevant for negotiations. Commonly used terms and statements will be studied, exploring their meaning and tone. Finally, the limits of the principled negotiation approach will be discussed.

Participants will leave the programme with a set of tools for negotiating in any language, and an increased comfort with negotiating in English.

About the course

• Training seminar for lawyers and other professionals who negotiate to resolve disputes or transact business
• Understanding and applying the “Getting To Yes” approach
• Understanding and applying English-language negotiating terms
• Practical role-playing and simulations to sharpen skills

Key topics

• The main ideas behind principled negotiation
• Common negotiating terms and statements in English

Interactive methodology

• Role-playing exercises
• Simulations

Trainer

Drew Shagrin practised law for many years in the United States, representing local governments, commercial and non-profit developers in hundreds of public-private partnerships, including dozens as lead lawyer.

He has extensive teaching experience of professionals with a legal or related background, and has created and led a workshop for French lawyers on principle-based “win-win” negotiation techniques.

Weblink

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