Negotiation training for lawyers
What sets us apart
- 1Exclusively for law firmsLaw Business has advised law firms and patent attorney firms exclusively since 2004. The training is built around the negotiation reality of legal professionals; examples and case studies come from legal practice.
- 2Preparation as the leverIn our experience most of the result is decided before the negotiation starts. We show how to settle the decisive points even under time pressure. You leave with a checklist you can apply to any case immediately.
- 3Theory, examples, case studiesEach topic is explained first, followed by examples from practice. Case studies are then played through, with participants and trainers taking roles that carry their own tasks and objectives. Participants receive the materials after the session.
- 4On site or onlineWe deliver both formats. On-site events tend to have the stronger effect; online delivery allows large groups to be split flexibly into smaller units across several dates.
What we do
Negotiation is daily business for lawyers and in-house counsel — with opposing parties, authorities and colleagues. Alongside professional qualification, negotiating skill, communication and a solution-oriented mindset decide whether results are reached quickly, cost-consciously and precisely for the client. We train exactly these skills: from structured preparation through competitive and collaborative negotiation to value-optimising work along the Harvard approach — as a standard seminar or a tailored in-house training.
Competitive and collaborative negotiation
Recognising the negotiator type- Every negotiation is different — and so is every negotiator.
- You quickly recognise which type sits across the table.
- You adjust to your counterpart and adapt your own approach.
- You judge whether a competitive or collaborative approach produces the better result.
- Both tactics can be combined without one devaluing the other.
Optimally prepared, quickly
Efficient preparation despite limited time- We settle the decisive points of a negotiation in a short time.
- You work with a checklist that applies to any case.
- Target corridor, alternatives and agenda are defined in advance.
- You are prepared for competitive as well as collaborative moments.
- Preparation stays feasible even for short-notice appointments.
Value-optimising negotiation
Interests instead of positions- In our experience from trainings since 2004, pure win-lose outcomes have become the exception in the legal market.
- Clients in our trainings regularly ask for creative routes to a solution rather than maximum hardness.
- You negotiate on the basis of interests rather than along demands.
- The focus is on added value and workable solutions, even in deadlocked situations.
- Objective criteria and options replace the argument over positions.
Client satisfaction
The process decides, not only the result- In our trainings we regularly meet the assumption that only the result counts for client satisfaction.
- In our experience, how the representation was run also decides whether a client returns.
- This covers the whole path from the first meeting to the preparation of the negotiation.
- The underlying communication is tied to the skills of a good negotiator.
- Communication is therefore part of the training.
Standard seminars
Four topics for firms and legal departments- Price negotiations for legal services: negotiating fees with confidence without losing clients.
- Purchasing negotiations with external and internal sellers: holding your position despite power asymmetry.
- Typical difficulties of lawyers in negotiations: breaking tactical and psychological patterns.
- Fundamentals of negotiation technique: target corridor, BATNA, agenda, analysis of self and counterpart.
- Target groups are lawyers as well as in-house counsel.
Tailored in-house seminars
Built for your team- We gather your requirements in a structured way: objectives, target group, practical cases, time budget, format.
- From this we build a seminar with exercises, checklists and materials for your team.
- Delivery either online or at your offices.
- For large groups, online delivery in smaller units across several dates.
- We quote once scope and format are settled.
Frequently asked questions
Can the content be tailored to our firm?
Yes, that is what the in-house seminars are for. We gather objectives, target group, practical cases, time budget and preferred format in a structured way and build a fitting seminar with exercises, checklists and materials. Delivery takes place online or at your offices.
How is a training session run?
Each topic is explained in theory first, followed by practical examples. Case studies are then played through with selected participants or volunteers, in which participants and trainers take on roles with their own tasks and objectives. After the session all participants receive the seminar materials.
Is the training delivered on site or online?
Both are possible. On-site events tend to have the stronger effect; online delivery lets large groups be split flexibly into smaller units, for example across several dates in a month. We settle the format with you in advance.
What do participants learn in the seminar on price negotiations?
Lawyers can usually demonstrate their professional work clearly, yet price discussions stall. Typical causes are focusing on legal content instead of economic value, reacting to objections instead of actively setting the frame, and granting discounts out of concern about rejection. The seminar works with conversation techniques, price arguments and negotiation simulations.
What does a negotiation training cost?
That depends on scope, format and number of participants. Use the contact form below or call us; a cost-free initial meeting can be arranged through our booking page. There we settle objectives, target group and format before we quote.
Who is the negotiation training aimed at?
At lawyers as well as in-house counsel. The content is built around legal negotiation practice. For in-house counsel there is a dedicated seminar on purchasing negotiations with internal and external sellers. The training works for individual teams as well as for larger groups.
Why is negotiation training worthwhile for lawyers?
Lawyers argue with confidence, yet many negotiations run differently than planned. The reasons are rarely technical but tactical and psychological: fixation on statutes, rigid attachment to positions, missed power plays and undertones. The training makes these patterns visible and conveys techniques that can be applied immediately.