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Falconbury

Influencing, Persuading and Negotiating Skills for International Lawyers Training Course

A two-day workshop for those who need to achieve results through personal influence. *BOOK EARLY – limited places available!*

4-5 July 2024
+ 11-12 November 2024 »
from £999

Need help? Enrol or reserve

Format: Live online
CPD: 12 hours for your records
Certificate of completion

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Why you should attend

Being able to positively impact negotiations both with clients and colleagues will decide your level of success. In today’s commercial climate, having a wide range of techniques at your fingertips is essential to guarantee your continued high performance.

This two-day personal development workshop has been specifically designed for international lawyers. It offers a unique opportunity to focus on developing advanced influencing, persuading and negotiation skills to enhance your ability to make an impact, improve visibility and influence both clients and colleagues to manage legal risk and achieve business goals.

This course will help you to understand that this is not just a matter of reasons and arguments, but of making sure you are fully aware of your behaviour, your communication style and the impact they have on your colleagues and other interlocutors.

By role modelling such behaviour in the safe environment of the training room, you will become aware of your personal behaviour patterns and what changes you can make to have a more positive influence and reinforce the strong messages you wish to embed.

Key reasons for attending this workshop

This intensive two-day programme, tailored specifically to address situations faced by international lawyers, will:

Use experiential learning to enhance and build your skills to effectively influence a situation to deliver your desired outcome
Enhance your competency and confidence in negotiation with clients and colleagues
Improve your ability to manage conflict and disputes to a successful outcome
Provide a toolkit of leading and influencing strategies and techniques that you can use to overcome day-to-day challenges
Identify and recognise different influencing and negotiation styles in yourself and others
Deliver one-to-one coaching to identify your strengths and weaknesses
Show you what it means to be an effective international negotiator and how this can benefit your organisation
Help you master the skills necessary for managing negotiation impasses successfully

This training course is part of our collection of Strategy & Negotiation Training Courses which teach negotiation, communication, leadership, financial and management knowledge and skills.

Who should attend?

This programme has been specifically designed for all international in-house and private practice lawyers who would like to improve their performance through enhanced influencing, persuading and negotiation skills. Delegates will identify a particular challenge they have encountered to apply the new skills learned during this course.

The key skills include:

Leadership
Negotiation
Influencing and impact
Persuasion

Enrol or reserve

The Influencing, Persuading and Negotiating Skills for International Lawyers course will cover:

Day 1
Day 2

Definitions and styles of influencing and persuasion with colleagues and clients

Introduction to a model for influencing, personal effectiveness and persuasion.

Basic strategies
What do effective influencers do?
Personal impact and effectiveness when influencing
Looking at what we currently do
Identifying your own preferred influencing style
Recognising how others with a different preferred influencing style are effectively influenced

Positive and impactful tools for effective influencers and negotiators

Behaviours that help to reach agreement
Behaviours that lead to breakdown
Asking
Telling
Probing
Listening
Use of silence
The role of non-verbal communication
Simulation and feedback

Engagement and determining and building trust for results

Different types of trust
Creating and sustaining trust
Identifying your criteria for trust and other people’s
Testing your criteria and others for trust

Influence and persuade to lead, manage and negotiate across cultures and organisations

How different cultures like to be influenced and make decisions
Hierarchy
‘I’ vs ‘we’
Perception of status
Dealing with certainty
Attitudes to time
Relationship vs task
Intercultural communication styles

Influencing, creating and managing teams that deliver

Teams vs groups
Team dynamics
Team building
Coaching teams
Evaluating teams
Remote and virtual teams

Time management and meeting strategies for fast-track lawyers

Extinguishing time bandits
Strategies to maximise influence in meetings
Seating for persuasion and influence
Handling difficult conversations

Successful advanced negotiations – objectives and strategy negotiations – internal and external

Proven tools and techniques
Objectives – slicing the pie or expanding the pie
The myth of ‘win/win’
Creating value – long and short term
Identifying your objectives and strategy
Strategy variables – BATNA and ZOPA

Identifying your natural negotiating style and widening your range of styles for success

Practical exercise
Recognising your preference and others
Impact of different styles
When to apply different styles

Pre-negotiation tools for effective time-saving preparation

Frames for a gain
The Issue Map – managing complex negotiations
Offers

Finding and using negotiating power when you have no authority

Definition of power
Sources of power
Interests
Positions

Immediate action

Key learnings
Defining personal objectives
Enhancing strengths and meeting challenges
Where you are going to be – short, medium and long term
Action plan

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Arun Singh OBE
IBMDS

Arun Singh (Prof) OBE, FRSA is an international lawyer and consultant to an international law firm. He was formerly a partner and head of commercial law at KPMG Legal and partner at Masons (now Pinsent Masons).

Arun has advised on disputes and collaborations in a wide range of jurisdictions including Europe, countries in West and East Africa, India, Bangladesh, China, Hong Kong, Saudi Arabia, UAE, Qatar, Pakistan, Libya, Jordan, Syria, the US, Caribbean, Russia, Israel, Lebanon, Egypt, Thailand and Singapore. Arun is cited and ranked in the Chambers Guide to the world’s leading lawyers. He concentrates on international investment, joint ventures, licensing of technology, research and development, M&A, energy, outsourcing and corporate governance in developed and emerging markets; he also handles international legal risk management matters. Arun advises a range of international organisations and is a visiting professor in International Business, Leadership and Negotiations at Salford University Business School, senior associate at Oxford University’s Institute of Legal Practice and teaches international leadership and negotiations at the University of Cambridge. He has facilitated programmes in Europe, Asia, the Middle East and the US.

He is a recognised corporate educator and a non-executive director of two international investment companies – one of which is listed on the London Stock Exchange, chairing the Audit Committee and Investment Committee.

He was appointed an OBE by HM the Queen in January 1999 for services to international trade, investment and intercultural management. Arun is an editor and contributor to a number of publications including Business and Contract Law (a Thorogood Special Report) and How to Lead Smart People – Leadership for Professionals (Profile Books), a facilitator for company programmes and an experienced speaker at international corporate conferences.

More details

NEW higher discounts for multiple bookings - bring your colleagues to make your training budget go further:

30% off the 2nd delegate*
40% off the 3rd delegate*
50% off the 4th delegate*

Please contact us for pricing if you are interested in booking 5 or more delegates

4-5 July 2024

Live online

09:30-17:00 UK (London) (UTC+01)
10:30-18:00 Paris (UTC+02)
04:30-12:00 New York (UTC-04)
Course code 13791

GBP 999 1,199
EUR 1,439 1,719
USD 1,647 1,959

Until 30 May

2 days live online training
Browser-based, no download usually required
See presenters and interact with fellow attendees
Download documentation and certification of completion
Fair transfer and cancellation policy

View basket

Not ready to book yet?

for 7 days, no obligation

11-12 November 2024

Live online

09:30-17:00 UK (London) (UTC+00)
10:30-18:00 Paris (UTC+01)
04:30-12:00 New York (UTC-05)
Course code 14021

GBP 999 1,199
EUR 1,439 1,719
USD 1,647 1,959

Until 07 Oct

2 days live online training
Browser-based, no download usually required
See presenters and interact with fellow attendees
Download documentation and certification of completion
Fair transfer and cancellation policy

View basket

Not ready to book yet?

for 7 days, no obligation

* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price; and apply only when booking multiple delegates on the same date.