The Last Gap in Negotiations and How to Cross It

Product Type: Course

Courses - Webinar
Start Date & Time
2020-10-23 12:00 PM
End Date & Time
2020-10-23 1:00 PM
Online Provider

DescriptionMore Detail

Don't let your deal fall apart in the home stretch

Friday, October 23, 2020
12:00 pm – 1:00 pm via webinar

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: Fundamental/Intermediate

Most negotiations involve making mutual concessions about "topics" — for example, alleged facts, blame, rules, and remedies. It is common for negotiators to make progress on these topics, and then get stuck on one last item — the last thousand dollars, the words of an apology, sharing of legal costs. Both parities stonewall angrily about the "last gap" which often seems trivial to an outsider. Why does this last gap occur and why is it so economically irrational? 

After taking this course you will know:

  • why the "last gap" looms irrationally over many negotiations
  • how to prepare yourself and your clients for this frustrating roadblock
  • 16 methods commonly used to cross the last gap (apart from trying to "split the difference”)
  • which of these methods are the most effective and when

This is the third course in the Negotiation Series: Roadblocks and How to Overcome Them, a three-part series that will identify three common roadblocks experienced every day while negotiating. The courses in this series are:

(1) 17 Strategies for Re-opening Hopelessly Deadlocked Negotiations Friday,
October 23, 2020, 9:00 – 10:00 am
(2) Influential Outsiders in Negotiation Friday, October 23, 2020, 10:30 – 11:30 am
(3) The Last Gap in Negotiations and How to Cross It Friday, October 23, 2020, 12:00 – 1:00 pm

Guarantee: If you are a professional negotiator, mediator, lawyer, politician or business person, you will have already encountered these three hurdles—get a handle on how best to manage these roadblocks from an expert.

Law Society of BC CPD Hours: 1 hour (this course will NOT involve any professional responsibility and ethics, client care and relations, and/or practice management)

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

Reduced Pricing
To support you during COVID-19, CLEBC is offering reduced pricing for courses.

Register by Sept. 25/20
Regular Price
After Sept. 25/20
Webinar  $89   $68 $99   $75
Webinar Articled Student $49.50   $37.50 $49.50   $37.50

Experiencing financial hardship due to COVID-19?
You may be eligible for further reductions in our course prices.
Please contact Customer Service for more information.

Registration includes an electronic copy of the reference materials.

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CLEBC Program Coordinator 
Jessica Hodgins

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