Program Feature—Negotiations Fundamentals

As a lawyer, you negotiate on a daily basis, whether with colleagues, clients, or opposing counsel. Often, unforeseen tensions arise that can steer negotiations in an undesirable direction. Explore negotiation theory and develop your communication and negotiation skills in our upcoming program, Negotiations Fundamentals.

There are many circumstances that can affect the outcome of negotiations, including personality conflicts, communication styles, and more. However, there are key concepts designed to assist you in avoiding costly errors and questionable tactics. Learn to recognize some of the fundamental tensions that arise in negotiations, and gain knowledge to increase your efficiency and effectiveness in the process.

Michelle Christopher QC, program chair, has completed certificate programs in mediation, negotiation, and dispute resolution pedagogy from Harvard. Michelle is a member of the Law Society of Alberta and was appointed Queen’s Counsel on January 28, 2016. She is an Associate Professor at U of C and has taught negotiation, mediation, and dispute resolution clinical courses, amongst others, for many years as well as sitting as a Dispute Resolution Officer and Mediator in QB and Provincial Court.

I’m excited by the opportunity to share my extensive training and expertise in negotiation theory and practice to help lawyers at any level become better negotiators by providing better client service and achieving results.”

According to Michelle, Negotiations Fundamentals is unique in that it will enable participants to prepare for success in negotiations.

Regardless of level of skill, participants will come away from the course with a solid understanding of how to achieve good results for clients when negotiating. Participants will benefit from the interactive nature of this course, exploring and discussing theoretical perspectives in combination with in-class negotiation exercises and simulations while receiving immediate feedback from noted experts and seasoned practitioners.”

Topics and Takeaways

Explore the differences between interest-based negotiation and bargaining for competitive gain and discuss the impact of personality and communication style on negotiation. Participate in a series of short, interactive exercises and negotiation simulations designed to enhance your understanding of basic concepts, including value claiming, value creation, Best Alternative to a Negotiated Agreement (BATNA), Worst Alternative to a Negotiated Agreement (WATNA), Zone of Possible Agreement (ZOPA), target and reservation points, and more. Discuss more advanced topics including barriers to success, emotions in negotiation, tactics and strategies, and more.

Key takeaways include:

• Understanding basic negotiation theory, including dilemmas posed by the value-claiming vs. value-creating paradigm

• Recognizing the impact of personality and communication style on negotiation

• Learning how to effectively prepare for negotiation

• Anticipating barriers to success

• Developing strategies for responding to tactics which can derail negotiations

Registration  

Register online to attend Negotiations Fundamentals in Edmonton (September 14) or in Calgary (September 21). For more information, view the program brochure.