Navigate and learn the common mistakes, hurdles, strategies, and responses in a multi-step negotiation
Thursday, October 6, 2016
Time: 9:00 am – 4:30 pm
Pan Pacific Hotel, 999 Canada Place, Vancouver
Who should attend: Experienced negotiators and mediators, lawyers who attend mediations, business and government officials, and anyone else who has attended John Wade's Foundations of Negotiation course or who has significant negotiation experience and wishes to refine his/her negotiation skills and processes.
Learning level: Advanced
Most of the time, we learn how to negotiate by doing so—using the same tactics throughout our career, repeating the same mistakes and ineffective strategies. Break your bad habits! Take your negotiation skills to the next level! Learn how to recognize and respond to hurdles such as duelling experts, psychological traps, and stonewalling. Improve your existing skills of summarizing, reframing, defining common goals, and creating a negotiation/mediation agenda.
Led by internationally renowned lawyer, speaker, and author Professor John Wade, this course will provide you with the tools you need to navigate through a multi-step negotiation with increased effectiveness and confidence utilizing case studies, mini lectures, video demonstrations, and role plays.
After taking this course you will be able to...
- prepare a one-page risk analysis for a client and yourself in any negotiation
- identify, in any negotiation, the common and expected hurdles, and know several preventive actions and responses to each
- perform each of the classic steps in a negotiation while under pressure
- prepare a “five humble hypotheses” document
- describe the advantages and disadvantages of place and method of negotiation
Law Society of BC CPD Hours: 6.5 hours (a minimum of 1 hour will involve aspects of professional responsibility and ethics, client care and relations, and/or practice management)
Course Instructor
Professor John Wade — Professor Emeritus, Bond University, Queensland, Australia
Pricing
EARLY BIRD (Register by September 8, 2016 and SAVE)
Live Course: $690 | Student $345
After September 8, 2016
Live Course: $765 | Student $385
Registration includes a print copy of the workshop materials, as well as an electronic copy.
Unable to attend without financial support? Learn more about CLEBC's Bursary Program and our Easy Pay Plan.
CLEBC Program Coordinator
Jessica Post
jpost@cle.bc.ca
Course Instructor
Professor John Wade — Professor Emeritus, Bond University, Queensland, Australia
About the Course Instructor
JOHN WADE has professional expertise and interest in the areas of negotiation, family law, mediation, and legal education. He has been a practicing lawyer since 1970, and in Australia he is the negotiation trainer for the Federal Tax Department as well as several national law firms and mining companies.
John has worked as an Associate Professor of Law at the University of Sydney, Faculty of Law Osgoode Hall (Toronto), University of Manitoba (Winnipeg), and University of Calgary. He was a consultant to the Australian Law Reform Commission (1983 – 1987), and Acting Dean of the Bond Law School (1991 – 1993). He is the past chair of the Family Law Council of Australia (2008 – 2010). In 2013 he and his family moved to Vancouver.
John has authored over 100 articles and books, taught over 300 negotiation and mediation courses around the world, and received awards for best teacher at Sydney University (1989), Bond University (1990), and in Australia (1998).
Introductions and Burning Issues
Common Hurdles and Mistakes in Negotiation
Networking Break
Best Practices and their Opposites
Preparation—the Five Humble Hypotheses
Risk Analysis and How to Assist Clients to Make Good Decisions in the Face of Uncertainty
Lunch (on your own)
Prepare in Teams
Follow the Process in Role Play
Networking Break
How to Respond to the Standard Hurdles—Name the Demon, and Know the Options
Closing Comments and Questions