negotiation skills… and the negotiation competition

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Negotiation Skills and the Negotiation Competition. Session 1/ Graham Robson. What happens. Law students in teams of two negotiate a dispute/ make a deal with another team. Teams get common facts explaining scenario Each team gets confidential info about their client. What happens. - PowerPoint PPT Presentation

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Lawyers Skills - Advocacy I

1Session 1/ Graham RobsonNegotiation Skillsand the Negotiation CompetitionUniversity of Westminster

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Negotiation and the Negotiation Competition

#2What happensLaw students in teams of two negotiate a dispute/ make a deal with another team. Teams get common facts explaining scenario Each team gets confidential info about their clientUniversity of Westminster

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Negotiation and the Negotiation Competition

3What happensThe object of the exercise is not necessarily to win at all costs -it is as much about the process as the outcome. No particular legal theme to the competitionUniversity of Westminster

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Negotiation and the Negotiation Competition

Competition infowww.law-competitions.com

4University of Westminster

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Negotiation and the Negotiation Competition

5WORKSHOPSWednesdays 4-5pm in LTS3.0710 Nov: Introduction, mini-lecture, Erin Brockovich video (extract)17 Nov: How to do it; the negotiation meeting; The Art of Negotiating video24 Nov: Style self-assessment; opera singer scenario; Assessment criteria01 Dec: looking at a competition scenarioGraham Robson: robsong@wmin.ac.uk, tel. ext. 2507University of Westminster

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Negotiation and the Negotiation Competition

6NegotiationWhat is the objective of negotiating?What do negotiators do?What skills do you need?Tactics, strategies and stylesWhat happens in a negotiation?University of Westminster

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Negotiation and the Negotiation Competition

7Legal negotiating?Erin Brockovich clipUniversity of Westminster

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Negotiation and the Negotiation Competition

8To confer with another for the purpose of arranging some matters by mutual agreement; to discuss a matter with a view to settlement or compromise Shorter Oxford DictionaryDefinition 1University of Westminster

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Negotiation and the Negotiation Competition

9Communication for the purpose of persuasion

Goldberg, Green and Sander Dispute Resolution, 1985Definition 2University of Westminster

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Negotiation and the Negotiation Competition

10A problem solving process in which 2 or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concernsMoore, Negotiation Materials, 1983Definition 3University of Westminster

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Negotiation and the Negotiation Competition

11planning negotiatingdocumentingOverview of the processUniversity of Westminster

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Negotiation and the Negotiation Competition

#12being self-confidentbeing creativelooking at problems from different viewpointsPersonal skillsUniversity of Westminster

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Negotiation and the Negotiation Competition

#13identifying and evaluating relevant factsidentifying and evaluating legal issuesOrganisational skillsUniversity of Westminster

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Negotiation and the Negotiation Competition

#14speaking effectivelylistening and questioningpowers of persuasionCommunication skillsUniversity of Westminster

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Negotiation and the Negotiation Competition

#15Tactics a particular negotiating ployStrategies an approach to negotiatingStylesyour own natureDifferentiate betweenUniversity of Westminster

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Negotiation and the Negotiation Competition

16distributive problems a fixed pie integrative problemsmake the pie biggerThe bargaining contextUniversity of Westminster

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Negotiation and the Negotiation Competition

#17competitive/ aggressive co-operative/ soft principled/ problem-solvingStrategiesUniversity of Westminster

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Negotiation and the Negotiation Competition

18high initial demandfirm demandfalse demandgood guy/ bad guy routinetake it or leave itCompetitiveUniversity of Westminster

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Negotiation and the Negotiation Competition

19participants are friendsthe goal is agreementmake concessions to cultivate the relationshipbe soft on the people and the problemCo-operativeUniversity of Westminster

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Negotiation and the Negotiation Competition

20participants are problem-solversthe goal is a wise outcome reached efficiently and amicablyseparate the people from the problembe soft on the people, hard on the problemPrincipledUniversity of Westminster

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Negotiation and the Negotiation Competition

21Next17 Nov: How to do it; the negotiation meeting, The Art of Negotiating video24 Nov: Style self-assessment; opera singer scenario; the assessment criteria01 Dec: looking at a competition scenarioCompetition to follow this termUniversity of Westminster

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Negotiation and the Negotiation Competition