Part 1: The Principles of Expansive Negotiation
Agenda

2. Techniques to Reduce Defensiveness
(60 Minutes)

Aggressive tactics invoke defensiveness and often compromise persuasion.  In this section, lawyers learn to hold multiple perspectives in order to build trust and reduce acrimony in negotiation.  

Part 2: Preparation: Developing a Needs Map
Agenda

2. Communicating Toward Cooperation
(60 Minutes)

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.  

Part 3: Generating Discourse Toward Expansive Solutions
Agenda

2. Brainstorming for Mutual Gain
(60 Minutes)

When negotiations reach a standstill, we often abandon attempts to approach the situation with a fresh perspective.  Instead, we tend to become entrenched in the virtues of our side’s positions and principles.  This section models an approach to developing proposals that will minimize defensive responses and increase foundations for achieving more of our clients’ objectives.

Part 4: Developing Proposals and Negotiating to a Resolution
Agenda

2. Negotiating Toward Successful Resolution
(60 Minutes)

Next, the core process of actual “negotiation” will be detailed—how to systematically listen, learn, and “upgrade” proposals based on mutual interests rather than conflicting positions.  Of course, even good agreements can fail before documents are signed.  Consequently, lawyers will review tactics for closing deals.

Part 5: Winning Difficult Negotiations
Agenda

2. Transform Aggression Into Productivity
(60 Minutes)

Lawyers discuss the causes of conflict and the role of emotions in negotiation.  This understanding gives attorneys the ability to diffuse tensions, increase influence, and move negotiations forward toward successful resolutions.

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.