On Demand Video

Negotiation Success 2: Negotiation Preparation: Developing a Needs Map

Use calculator to show CLE credit for your state.

Preparation is one of the most important aspects of long-term negotiation success. This program examines two aspects of negotiation preparation and a highly effective model for creating a map of needs and interests in order to increase influence and cooperation in negotiation.

Learn to identify both party’s real needs and interests
Foster an environment of cooperation
Reduce negotiation risk with reference points for success

The Negotiation Success Series builds upon sections from our negotiation-based course Lessons From Aristotle. Although the Negotiation Success Series introduces substantial new material, some of the material overlaps and will be a review for those who have taken Lessons From Aristotle. Each of the five sections in the Negotiation Success Series stands alone, so please register for any or all of the sections that are of interest to you.

PRICE: $99.00


Segment 1: 60 minutes		Leverage Through Empathic Investigation Our typical negotiation styles consider our needs, but often overlook the needs of the other side. This section includes a detailed process for creating a substantial needs and interests map as a means toward developing and proposing solutions which are beneficial to us, and acceptable to them.

Segment 2: 60 minutes		Communicating Toward Cooperation Meeting our objectives becomes exponentially more feasible when we effectively communicate to others that we have considered their perspective. We can accomplish this by communicating through a framework of genuine curiosity. The result is reciprocity and a more willing partner.

Jeffrey Stec

Jeffrey Stec, J.D. has been a licensed lawyer since 1992, having practiced in the area of complex-family matters, including estate, divorce, and child custody disputes. Jeff developed his collaborative skills by becoming a certified mediator and strategic planning facilitator, specializing in family issues. Jeff has developed an expertise in the collaborative resolution of disputes, and in addition to his work with The Likeable Lawyer, he is currently a sought-after consultant who works with non-profits and municipalities to fashion solutions to complex organizational and community issues. Jeffrey graduated with honors from the University of Michigan Law School, and earned a Bachelor of Arts in English with high honors from the University of Michigan.

Links to the downloadable or streaming materials you've purchased will be available with your receipt and in your profile.

Credit Reporting

Our courses are approved in almost all states that have CLE requirements. Accreditation for a particular course will vary by state. Please use our CLE calculator for CLE credit available in your state. For more information, visit our FAQ.

"Likeable Lawyer programs help lawyers lead more fulfilled careers and would benefit every lawyer. The Aristotelian principles covered will help me become a more valuable and influential lawyer. "

John Hammond,
Ice Miller, LLP

"Helpful to manage client relationships - particularly the more challenging relationships."

Sara Popovich,
Fragomen, Del Rey, Bernsen & Loewy

"This CLE has a surprisingly immediate and deep impact on the lawyers who take it. I expect that this will really alter my practice, and that is a first for CLEs."

Lauren Harrison,
Vinson & Elkins

"The class had a lot of practical content and challenged me in concrete and believable ways."

John Shenk,
Ervin, Cohen and Jessup

"One of the best—and certainly the most practical—seminars I have taken on negotiation."

Paige Williams,
FedEx Corp. Legal Dept.