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Negotiation Skills… and the Negotiation Competition

Negotiation Skills… and the Negotiation Competition. Session 1/ Graham Robson. What happens. Law students in teams of two negotiate a dispute/ make a deal with another team. Teams get common facts explaining scenario Each team gets confidential info about their client. What happens.

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Negotiation Skills… and the Negotiation Competition

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  1. Negotiation Skills…and the Negotiation Competition Session 1/ Graham Robson

  2. What happens • Law students in teams of two negotiate a dispute/ make a deal with another team. • Teams get common facts explaining scenario • Each team gets confidential info about their client

  3. What happens • The object of the exercise is not necessarily to “win” at all costs -it is as much about the process as the outcome. • No particular legal theme to the competition

  4. Competition info • www.law-competitions.com

  5. WORKSHOPSWednesdays 4-5pmin LTS3.07 10 Nov: Introduction, mini-lecture, Erin Brockovich video (extract) 17 Nov: How to do it; the negotiation meeting; The Art of Negotiating video 24 Nov: Style self-assessment; opera singer scenario; Assessment criteria 01 Dec: looking at a competition scenario Graham Robson: robsong@wmin.ac.uk, tel. ext. 2507

  6. Negotiation • What is the objective of negotiating? • What do negotiators do? • What skills do you need? • Tactics, strategies and styles • What happens in a negotiation?

  7. Legal negotiating? • Erin Brockovich clip

  8. Definition 1 • To confer with another for the purpose of arranging some matters by mutual agreement; to discuss a matter with a view to settlement or compromise Shorter Oxford Dictionary

  9. Definition 2 • Communication for the purpose of persuasion Goldberg, Green and Sander Dispute Resolution, 1985

  10. Definition 3 • A problem solving process in which 2 or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns Moore, Negotiation Materials, 1983

  11. Overview of the process • planning • negotiating • documenting

  12. Personal skills • being self-confident • being creative • looking at problems from different viewpoints

  13. Organisational skills • identifying and evaluating relevant facts • identifying and evaluating legal issues

  14. Communication skills • speaking effectively • listening and questioning • powers of persuasion

  15. Differentiate between… • Tactics a particular negotiating ploy • Strategies an approach to negotiating • Styles your own nature

  16. The bargaining context • distributive problems a fixed pie • integrative problems make the pie bigger

  17. Strategies • competitive/ aggressive • co-operative/ soft • principled/ problem-solving

  18. Competitive • high initial demand • firm demand • false demand • good guy/ bad guy routine • take it or leave it

  19. Co-operative • participants are friends • the goal is agreement • make concessions to cultivate the relationship • be soft on the people and the problem

  20. Principled • participants are problem-solvers • the goal is a wise outcome reached efficiently and amicably • separate the people from the problem • be soft on the people, hard on the problem

  21. Next… 17 Nov: How to do it; the negotiation meeting, The Art of Negotiating video 24 Nov: Style self-assessment; opera singer scenario; the assessment criteria 01 Dec: looking at a competition scenario Competition to follow this term

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