Negotiation - Theory, Process and Practice

Necessary negotiation know-how

Thursday, November 30, 2023
9:00 am – 4:30 pm
via webinar

Limited enrolment. Register early to avoid disappointment!

Please note: This course will not be added to Courses on Demand. Courses involving professional speakers and skills-based workshops generally do not get added to Courses on Demand.

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 roleplays. 

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
• understand well-known theories and how to effectively implement them throughout the negotiation process
• ask key preparation questions for yourself and for your clients
• create a standard and confidential preparation sheet for yourself and your clients
• determine the six key numbers necessary for any topic to be negotiated
• assist inpatient clients to understand the various building blocks of "success" in any negotiation

Kudos from past attendees:

"It provides actual information that you can use the next day, and every day that follows; personally and professionally."

"John Wade is an exceptional instructor with years of academic and practical experience that has honed his presentation."

"Great speaker! Clear, humorous, and engaging."

"Excellent materials. Unparalleled in depth and usefulness."

Please note: This course is offered remotely through a Zoom platform. A device equipped with a camera and microphone will be required to participate.

Law Society of BC CPD Hours: 6.25 hours (this course will contain a minimum of 1 hour pertaining to professional responsibility and ethics, client care and relations, and/or practice management)

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

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