Negotiation Skills
Understanding an opponent’s position, dealing with difficult negotiators, measuring potential outcomes and ‘leveling the field’: by tackling these and other topics, Negotiation Skills enables legal aid advocates to become more effective and confident negotiators. A two week online course, this is yet another CLAE training that emphasizes concrete strategies and structures over theory and dogma. In preparing for and conducting carefully chosen mock negotiations (some developed by the Harvard Program on Negotiation), learners participate in a secure and supportive network - with faculty always on hand to offer constructive advice and feedback.
To learn more about the web-based course, review the online course calendar.
Download a sample course Booklet
913.74 KB
Topics covered in this course include:
Negotiation Strategy
Proactive Efforts to Improve 'Walk Away' Power as Negotiating Tactic
Role Reversal as a Technique to Understand an Opponent's Position
Techniques to Deal with Difficult Negotiators and Communications Strategies to Keep Negotiations Open
The Search for Options and Added Value as a Powerful Negotiation Tool
The Seven Elements of Principled Negotiation
Includes the 'Getting to Yes' negotiation framework
ABA Standards addressed include:
7.9 - Negotiation
PDF Version -
284.69 KB
