Standard seminars
Standard seminars cover the four topics that firms and legal departments ask for most often. They deal with fee discussions, with purchasing negotiations against external and internal sellers, with the typical difficulties lawyers meet in negotiations, and with the fundamentals of negotiation technique. The target groups are lawyers as well as in-house counsel, and the content is built around legal negotiation practice rather than around general management theory.
What sets us apart
- 1Four fixed topicsPrice negotiations, purchasing negotiations, typical difficulties and the fundamentals.
- 2Built for lawyersThe content is aimed at day-to-day legal negotiation practice.
- 3Firms and departmentsThe target groups are lawyers as well as in-house counsel.
Our services
Price negotiations
Negotiating fees with confidence- The aim. Negotiating fees with confidence without losing clients.
- Typical causes. Focusing on legal content instead of economic value, reacting to objections instead of setting the frame, granting discounts out of concern about rejection.
- The method. Conversation techniques, price arguments and negotiation simulations.
Purchasing negotiations
External and internal sellers- The setting. Negotiations with external and internal sellers.
- The aim. Holding your position despite power asymmetry.
- The audience. For in-house counsel this seminar exists in its own right.
Typical difficulties
Breaking the patterns- The topic. Typical difficulties of lawyers in negotiations.
- The patterns. Tactical and psychological patterns such as fixation on statutes, rigid positions, missed power plays and undertones.
- The benefit. The patterns are made visible and the techniques can be applied immediately.
Fundamentals of technique
The craft in overview- Target corridor. The range you aim for is set before the negotiation.
- BATNA and agenda. Alternatives and the course of the discussion belong to the preparation.
- Analysis. Analysis of self and counterpart completes the fundamentals.
Structure and format
Theory, case study, materials- Build-up. Theory first, then practical examples, then case studies with allocated roles.
- Materials. All participants receive the seminar materials after the session.
- Format. On site or online; online lets large groups be split across several dates.
Frequently asked questions
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.
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.
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.
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