Dealing with Difficult Negotiation Tactics [Webinar]
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Attorney MCLE: 1.5 General Credits (CA, NY, and states accepting CA MCLE Credits)
Course Description: Mutual gains or interest-based negotiations provide myriad ways for parties in a negotiation to create joint value, build productive relationships, and resolve conflicts with creativity and efficiency. When both sides are committed to a principled approach to negotiation, research shows that all parties benefit.
But what happens when your negotiation counterpart is using difficult negotiation tactics such as a take-it-or-leave-it approach, haggling, personal attacks, threats, or belittling? How can you hold your ground, honor your values, and achieve good outcomes in negotiations where the other side has more power and isn’t afraid to use it?
In this 90-minute webinar, Bob Bordone, Senior Fellow at Harvard Law School and Founder of the Harvard Negotiation and Mediation Clinical Program, will share best practices and strategies on how to neutralize difficult tactics and achieve positive outcomes even in situations where you may lack power or authority. Drawing on the latest research and more than two decades of practice and experience consulting to leading executives, professionals, companies, universities, and NGOs, Bob will introduce participants to a series of responses that change the game from confrontational and hard-bargaining negotiations into more productive problem-solving.
Participants in this interactive webinar will have the opportunity to brainstorm strategies for overcoming barriers and challenges for their own most difficult negotiations through small group discussion and a Q&A period with Bob.
At the end of the workshop, participants can expect to:
Acquire specific strategies for understanding how to neutralize power differentials in negotiation;
Learn a set of skills for handling difficult tactics at the bargaining table without escalating or giving in;
Increase their own self awareness with respect to handling hard negotiation tactics; and
Gain insights and new approaches for better handling their own difficult negotiations.
We hope you will join us!