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Negotiation Psychology for Attorneys
with Dr. Thomas Anastasi

Dec 20, 2003 - Seattle, WA

"Tom Anastasi conducts a great program with practical tips on how to apply what you learn in your daily work."

This is what Bob Giles, longtime Managing Partner of Perkins Coie, said, after Dr. Anastasi's presentation at Perkins Coie's annual partners' retreat.

In "Negotiation Psychology For Attorneys, " Dr. Thomas Anastasi will return to the Northwest, and give you the benefit of his truly outstanding teaching style. He will help you master the scientific psychology of negotiation, as well as proven negotiation strategies and tactics attorneys can use in their practice. He will emphasize highly practical use of this knowledge, especially: how to win more - and more easily - in your next negotiation.

This course combines interactive lectures with practical case studies. You will take the Myers-Briggs Type Indicator (MBTI) and the Thomas-Kilmann Conflict Mode Indicator, in order to determine your psychological preferences, as well as those of other attendees.

Dr. Anastasi will also conduct exercises to demonstrate the diversity of personality types. Then you will practice negotiation skills in several cases, with several different attendees.

Through Dr. Anastasi's lively presentations, practice exercises and case studies, you will learn to:

  • Assess how personality types, conflict resolution styles, and all parties' needs
    affect the way you must deal with others, and how others prefer to be dealt with
  • Translate negotiation research and theory into practice to secure better results
  • Practice better negotiation skills in a wide variety of circumstances
  • Negotiate ethically as well as effectively

 

Negotiation Psychology for Attorneys
Proven Techniques For Winning More - And More Easily
with Dr. Thomas Anastasi, Boston University

December 20, 2003 (Saturday)
Seattle, WA - Red Lion Convention Center
6.75 General CLE Credits
8:00 Registration Opens, Walk-Ins Welcome
Coffee & Cinnamon Rolls (as they last)
8:45 Learning Objectives
Ground Rules; Key "Baseline" Questions
 
 
Morning Session
 
9:00 Administration of the MBTI and
Thomas-Kilmann Conflict Mode Indicator
9:30 Negotiation Fundamentals
9:45 Analyzing conflict resolution styles in negotiations
  • live interpretation of selected Thomas-Killmann Indicator results
  • the effect of stress on conflict resolution (the "adrenaline effect")
  • changing your and other's conflict styles
  • how to strategically choose the optimal style for a given situation.
10:30 Break
10:45 Using differing conflict resolution styles
& key strategic principles in real situations
  • Separating the person from the problem
  • Focusing on issues, not positions
  • Inventing options for mutual gain
  • BATNA
  • Reframing
11:30 Exercise
The Ugli Orange
(applying fundamental negotiation skills)
12:00 Lunch (on your own)
 
12:15 Optional Luncheon Session
Marketing For Introverts
Five Proven Strategies

David Goodenough
 
 
Afternoon Session
 
1:00 Key negotiation tactics
  • The Second Speech
  • Deflection
  • Great Idea!
  • Graduated Reciprocation of Tension Reduction
  • Leverage
1:30 MBTI overview and application
  • learned (Conflict Resolution Style)
    versus innate (MBTI) personality traits
  • using the MBTI in negotiation,
    management, and interpersonal relationships
  • the Introvert/Extrovert preference in negotiations
    • information presentation
    • speech patterns
    • conflict tendencies
    • energy and attention
    • conflict avoidance
    • conversational participation
  • the Sensing/Intuitive preference in negotiations
    (including "The Apple" exercise)
    • perceptions and reality
    • information presentation
    • persuasion
    • details vs. big picture
    • clarity in communication
  • the Thinking/Feeling and Judging/Perceiving
    preferences in negotiations ("The Deer")
    • emotions in negotiations
    • how concerns are handled
    • interpersonal relations
    • differing perceptions of time
    • decision-making styles
    • how to accelerate negotiations
    • avoiding decision regret
3:15 Break
3:30 Dominant and inferior functions in negotiations
MBTI summary/review/applications
4:00 Eazy's Garage:
Harvard Negotiation Program case study
(mock settlement conference)
4:45 Review
Q&A; Evaluations
5:00 Adjourn (egg nog)