Effective Negotiations

Course Description:

Most decisions made by lawyers and managers involve other parties, typically with different interests, perceptions and values. Success often depends on agreement and collaboration with other people. Therefore, it is crucial for any lawyer and manager to clearly understand the secrets of how to negotiate a wise, efficient and amicable agreement and how to make profitable final decisions. It is essential to be fully in control of the required skills, professionally and personally.

This course is designed to teach and train the most effective negotiation techniques. It is important to understand that a negotiation is a dynamic process in which certain analytical and interpersonal skills are indispensable for success. You will learn how to analyze negotiations and decision-making at a more sophisticated level. It will give you the opportunity to improve your personal effectiveness. More fundamentally, the course will provide a conceptual framework to diagnose problems and promote profitable results. In short, this course is aimed at enhancing your leadership capacity. The course will differ from most other ILF courses. Although we will study the theoretical framework as well as explanatory cases, the heart of the course will be interactive negotiation exercises and simulations.

The course is limited to 24 students.

Reading List:

Fisher, Roger / Ury, Wiliam: Getting to YES: Negotiating Agreement Without Giving In (Penguin Books)

Credit Points:

5

Lecturer(s):

Dr. Carsten J. Angersbach

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