Value-optimising negotiation
Value-optimising negotiation means working along interests instead of along demands. 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 for maximum hardness. The focus therefore rests on added value and on workable solutions, including in situations that have run into deadlock. Objective criteria and options replace the argument over positions.
What sets us apart
- 1Interests over positionsYou negotiate on the basis of interests rather than along demands.
- 2Even in deadlockThe focus rests on workable solutions, including in deadlocked situations.
- 3Objective criteriaCriteria and options replace the argument over positions.
Our services
What has shifted in the market
Experience from 2004 onwards- The exception. Pure win-lose outcomes have become rare in the legal market.
- The demand. Clients in our trainings regularly ask for creative routes to a solution.
- Not maximum hardness. What is wanted is a solution that holds, not the hardest possible close.
Interests, not demands
The core of the approach- The shift. You negotiate on the basis of interests rather than along demands.
- The question behind it. Not what is being demanded, but why it is being demanded.
- The outcome. The focus is on added value and on workable solutions.
When nothing moves
Deadlocked situations- Even then. The approach is aimed expressly at solutions in deadlocked situations.
- Options. Several routes are set side by side instead of one being defended.
- Objective criteria. They replace the argument over positions.
Why positions block
The patterns behind it- Confident argument. Lawyers argue with confidence, yet many negotiations run differently than planned.
- The reasons. Fixation on statutes and rigid attachment to positions.
- Overlooked. Power plays and undertones go unnoticed while only the position counts.
How it is practised
Theory, example, case study- Explanation first. Each topic is explained in theory, followed by practical examples.
- Roles. In case studies participants and trainers take on roles with their own tasks and objectives.
- Materials. All participants receive the seminar materials after the session.
Frequently asked questions
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.
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.
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.
Book a complimentary first call via Microsoft® Teams
We look forward to hearing from you