Foundations of Negotiation

Product Type: Course

This course has no current sessions.

DescriptionMore DetailAgenda

Necessary negotiation know-how

Friday, November 24, 2017
9:00 am – 4:00 pm
Pan Pacific Hotel, 999 Canada Place, Vancouver

Who should attend: Negotiators and mediators of all levels of experience, lawyers who attend mediations, business and government officials, and anyone who wants to increase competency in negotiation skills and processes.

Learning level: All levels

Outstanding lawyers know that their clients expect results, not just adversarial bargaining. In order to be an effective negotiator, you need to plan your strategy with your clients’ needs, interests, and objectives in mind. 

This course will take you through the stages of a negotiation, utilizing case studies, mini lectures, video demonstrations, and various role plays.



You will walk away with an understanding of how to make the first offer, how to avoid blooper phrases, best practices in response to prevalent hurdles, how to end an “unsuccessful” negotiation, and much more!


Highlights include Cialdini's six persuasive methods, 20 "Doubt Speeches", and standard “oil phrases”.

After taking this course you will be able to:

  • effectively open and close negotiations
  • avoid common mistakes and overcome common hurdles
  • prepare a "five humble hypotheses" document
  • set out the "lines" of topics and the six numbers attached to every line
  • describe a variety of meanings of "success" in any negotiation
  • understand well-known theories and how to effectively implement them throughout the negotiation process

Kudos from past attendees:

"Great speaker! Clear, easy to understand and engaging."

"Excellent materials. Unparalleled in depth and usefulness."

"Excellent presenter—knowledgeable, humorous, good presentation."

Law Society of BC CPD Hours: 6 hours (a minimum of 1 hour will involve aspects of professional responsibility and ethics, client care and relations, and/or practice management)

Course Instructor 
Professor John Wade — Professor Emeritus, Bond University, Queensland, Australia


Registration includes an electronic and print copy of the workshop materials.
Lunch is on your own.


Register by Oct 27
Regular Price
After Oct 27
In Person $629 $699
Student $309 $349

Unable to attend without financial support? Learn about our Bursary Program and Easy Pay Plan.

CLEBC Program Coordinator 
Jessica Hodgins 

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