Negotiation Skills & Strategies for Everyday Bargaining

Negotiation is one of the most important skills a lawyer can possess.  It is a skill that should be practiced over and over. There are daily opportunities to negotiate whether in the context of a transaction, the settlement of a litigation matter, a fee agreement, or a raise.  Everyone negotiates.  Not everyone negotiates effectively. 

This course is for the experienced as well as for the novice negotiator.  The intuitive negotiator will become more mindful and deliberate by acquiring a conscious understanding of what works and why.  The novice negotiator will learn the newest and most effective framework for conducting negotiations.  This course will explore various styles of negotiation, effective communication techniques, developing a negotiation plan, managing a negotiation, dealing with tactics, and closing the deal.  This course contains an ethical component to provide guidance on where to draw the line between acceptable and risky conduct.

This program will not be taped. You will only have the chance to see it – Live!

Live Program: $399 Member/$499 Nonmember
Small Law Firm: $209 Member/$259 Nonmember (This discounted rate for select programs cannot be combined with other discounts.)

Joan Stearns Johnsen is a mediator, arbitrator, and trainer.  For the past twenty years, Joan has mediated and arbitrated large complex commercial cases often involving claims in the hundreds of millions of dollars.  Joan primarily mediates and arbitrates general corporate, securities, employment, entertainment, and partnership and corporate dissolution matters.  She is accustomed to working with diverse stakeholders and finding common ground among contentious parties. Joan is on the panels of FINRA, AAA, and CPR.

Joan has received rave reviews for her programs, and she has presented on negotiation and mediation to numerous law firms and corporations including Morgan Stanley, Smith Barney, Merrill Lynch, UBS, and Wells Fargo.  Joan has written numerous articles on dispute resolution and recently published an article on Deal Mediation in the Windsor Review of Legal and Social Issues. Joan is the CLE Officer of the ABA’s Section of Dispute Resolution’s Council and Chair of the Section’s Teleconference/Webcast Committee, where she oversees training and programming for practitioners nationwide. 

Joan began her career as an enforcement attorney with the Commodity Futures Trading Commission in Washington, D.C.  She also was corporate counsel for Smith Barney and the Commodity Exchange, Inc. in New York.  Most recently, Joan was a Visiting Assistant Clinical Professor and Director of Albany Law School’s Securities Arbitration Clinic where, in addition to the Clinic, Joan taught Negotiation and ADR.

9:00 – 9:15 a.m.                    Value of Negotiating Skills: Introduction and Overview

9:15 – 10:30 a.m.                  Strategic Style

10:30 – 10:45 a.m.                Break

10:45 – 11:30 a.m.                Communication and Persuasion

11:30 a.m. – 12:00 p.m.        Managing the Process: Preparation, Value Claiming, End of Deal Issues

12:00 – 1:00 p.m.                  Lunch

1:00 – 2:45 p.m.                    Mock Negotiation and Debrief

2:45 – 3:00 p.m.                    Break

3:00 – 4:00 p.m.                    Ethics for Negotiators

Sponsorship Opportunities are Available! Please Contact: 
Ann Rappleye, Director, City Bar Center for CLE | (212) 382-6606 | ARappleye@nycbar.org or
____________________________________________________________________________________________
Darianne De Leon, Program & Sponsorship Coordinator, City Bar Center for CLE | (212) 382-6731 | ddeleon@nycbar.org