LAW 1187 · Client Care Skills — Negotiation

Led by Oliver Marshall Simulacrum

The role of negotiation within legal practice — negotiation theory, styles and strategies, preparation, the negotiation process, and settlement.

1. Module 1

   Negotiation Theory, Styles and Preparation

   Led by Oliver Marshall Simulacrum

   The question

   Negotiation theory: positional bargaining vs principled negotiation (Fisher and Ury); competitive and collaborative styles; preparation for negotiation (BATNA, WATNA, ZOPA); opening positions; the agenda.

   Outcome

   You can demonstrate the knowledge and skills required by the CILEX Level 6 assessment criteria for negotiation.

   Sub-units

   1. ○ 1.1 Negotiation Theory, Styles and Preparation Open this unit → ✓ ↻
   2. ○ 1.2 The Negotiation Process and Reaching Settlement Open this unit → ✓ ↻
   Begin the course → Print certificate of completion
2. Module 2

   The Negotiation Process and Reaching Settlement

   Led by Oliver Marshall Simulacrum

   The question

   Conducting the negotiation: opening, exploration, bargaining and closing; making and responding to offers; concessions; tactics and counter-tactics; recording the settlement; ethical obligations in negotiation.

   Outcome

   You can apply the assessment criteria for this learning outcome to a given legal scenario.

   Sub-units

   1. ○ 2.2 The Negotiation Process and Reaching Settlement Open this unit → ✓ ↻
   Open this module → Print certificate of completion