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Negotiation Science and
Psychology for Attorneys

with Dr. Thomas Anastasi

Seattle, WA
Tuesday, July 20, 2004
8:00 am - 5:00 pm
» recording available
 

"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, Thomas Anastasi will help you master the scientific psychology of negotiation. This seminar will emphasize the highly practical use of this knowledge: how to win more - and more easily - in your next negotiation.

You will begin the day by taking 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 and potential negotiation opponents.

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 Science and
Psychology for Attorneys
 
with Dr. Thomas Anastasi

July 20, 2004 (Tuesday)
Bell Harbor Conference Center
2211 Alaskan Way, Pier 66
Seattle, WA 98121
 
7.5 credits (1.5 ethics)     WSBA Approval Code #122010
7:30 am Registration, continental breakfast
7:55 am Introductions & Learning Objectives
John Rapp, J.D. Principal, Emerald Education Group
 

Program
 
8:00 am
Administration of the MBTI &
Thomas-Kilmann Conflict Mode Indicator
 
8:30 am
Negotiation Fundamentals
 
9:00 am
Analyzing Conflict Resolution Styles in Negotiations
  • Live interpretation of selected Thomas-Kilmann 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
     
9:45 am
Using Different Conflict Resolution Styles and
Key Strategic Principles in Real Situations
  • Separating the person from the problem
  • Focusing on issues, not positions
  • Inventing options for mutual gain
  • BATNA
  • Reframing
     
10:30 am
Break
 
10:45 am
Exercise: "The Ugli Orange"
(applying fundamental negotiation skills)
 
11:15 am
Key Negotiation Tactics
  • The Second Speech
  • Deflection
  • Great Idea!
  • Graduated Reciprocation of Tension Reduction
  • Leverage
     
12:00 noon
Lunch (on your own)
 
1:00 pm
MBTI Overview and Application
  • Learned (conflict resolution style) vs. 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 pm
Break
 
3:30 pm
Ethics for Attorney Negotiators
 
5:00 pm Adjourn

» recording available