International Negotiation Skills for Lawyers

A practical and interactive In-house programme to negotiations targeted specifically for lawyers and other legal professionals.

Course Overview

This highly practical In-house workshop has helped many legal departments to develop sharp and intuitive negotiation skills across these two days. The workshop includes negotiation and contract specific case studies and direct experience in various international negotiation situations.

This In-house workshop will help your legal team

1 GAIN the knowledge and tools to conduct effective commercial negotiations
2 DEVELOP key tactics for international negotiations to facilitate cross-border deals
3 LEARN the techniques of persuasion to get the results they need
4 FIND out how to recognise and deal with the tactics and ploys of the other side
5 INCREASE their direct negotiation experience in a ‘safe’ environment by participating in various interactive workshops
6 APPROACH negotiations strategically and with confidence to ensure a win-win outcome

Sample Programme Day 1

Essentials of negotiations
  • Effective negotiators
  • Negotiation models
  • Objectives
  • Strategies
  • Frameworks
  • Perceptions

WORKSHOP AND SIMULATION 1 – Commercial and legal negotiations
This workshop is designed to highlight the main issues that can arise in commercial and legal negotiations and the best methods to be able to successfully address them

Preparing for negotiations – Setting objectives and selecting strategy
  • Preparation questions
  • BATNA/ZOPA/Target
  • Power, interests and positions
  • Selecting a strategy
  • Creating value
  • Preparation in a hurry
Negotiating across international and organisational cultures
  • Mapping international cultures
  • Reconciling differences
  • High and low context
  • Types of collaborations
  • Mapping organisational cultures
  • Trust

WORKSHOP AND SIMULATION 2 – International negotiations
Delegates will learn how to address, recognise, reconcile but not avoid different cultural approaches to negotiations within a legal and commercial context

Negotiating in teams
  • Roles
  • Unity
  • Charter

Sample Programme Day 2

Negotiating styles
  • Recognising your style
  • Identifying styles
  • Adapting styles

WORKSHOP AND SIMULATION 3 – Negotiating in styles appropriate to your objectives in legal negotiations
An interactive workshop designed to teach delegates how to recognise and apply the correct negotiation style strategically for specific situations

Communication skills
  • Effective listening
  • Effective telling
  • Body language
  • Silence
  • Telephone and Internet
Offers
  • Offers
  • Counter offers
  • Strategic anchors
Situation tactics or ploys and counter-ploys
  • Creating the right atmosphere
  • Seating
  • Threats/insults
  • Interruptions
  • Emotional appeals
  • Making and reinforcing a final offer
  • Encouraging closure

WORKSHOP AND SIMULATION 4 – Final commercial and legal negotiations including acting negotiating on behalf of others
Participants will take part in a role-play that brings together the new techniques, frameworks and skills introduced throughout the seminar with feedback from the trainer.

Recommended Trainer

Arun Singh (Prof) OBE, FRSA is an international lawyer. He was formerly a partner and Head of Commercial Law at KPMGLegal. Arun advises a range of international organisations. He 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 U.S.

He is a recognised corporate educator and a non executive director of 4 international investment companies one of which is listed on the London Stock Exchange chairing the Audit Committee and Investment Committee. Arun’s work for SME’s and clients such as BA, BP, CMSLegal, Orange, Diageo, KPMG, Motorola includes working with managers on business skills such as leadership, impact and influence, team dynamics, international management negotiations and conflict resolution.

Bespoke training

We can customise this course to meet the requirements of your organisation. Contact us to discuss your training requirements.

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Previous customers include...

  • ABN Amro Bank NV
  • Advokatfirmaet Selmer DA
  • Akkok Industrial Investment & Development
  • Allied Domecq Plc
  • Alstom Switzerland Ltd
  • Bank of Finland
  • Bank of Ireland UK Financial Services
  • BroadVision UK Ltd
  • Clariant International Ag
  • DLA PIPER UKRAINE
  • Elan Pharma International Ltd
  • Ferring Pharmaceuticals AS
  • GE Healthcare
  • Hilltop Farm
  • NDDC, Nigeria
  • Nissan Europe SAS
  • Novartis Pharma AG
  • Polkomtel SA
  • PT Bank Mandiri (Persero)Tbk
  • Rentokil Initial UK Ltd
  • Shell International BV
  • Silfin NV
  • Sodexho Pass International
  • Strathclyde University
  • Syngenta AG
  • Tetra Pak Services
  • The Diamond Trading Company
  • Unilever NV
  • Wartsila Finland Oy
  • Yamanouchi Europe BV