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Registeration for: Influencing, Persuading and Negotiating Skills for Lawyers
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Influencing, Persuading and Negotiating Skills for Lawyers
Category: LEGAL/JUDICIAL COURSES

ABOUT THE COURSE
Being able to positively impact negotiations both with clients and colleagues will decide your level of success. In today’s commercial climate having a wide range of techniques at your finger tips is essential to guarantee your continued high performance.
This personal development workshop has been specifically developed for lawyers. It offers a unique opportunity to focus on developing advanced influencing, persuading and negotiation skills to enhance your ability to make an impact, improve visibility and influence both clients and colleagues to manage legal risk and achieve business goals.

TARGET PARTICIPANTS
This programme has been specifically designed for all in-house and private practice lawyers who would like to improve their performance through enhanced influencing, persuading and negotiation skills.
The key skills developed:

  • Leadership
  • Negotiation
  • Influence and impact
  • Persuasion

WORKSHOP OBJECTIVES
Supercharge your negotiation and personal influence in an intensive workshop based learning:

  • POSITIVELY influence the businesses attitude towards controlling and managing legal risk with skilled persuasion techniques
  • BUILD strong relationships with external suppliers by applying successful negotiation strategies
  • ADOPT a more strategic and consistent approach when communicating to achieve your commercial goals
  • APPRECIATE the nuances of working across cultures and jurisdictions with differing negotiation styles and tactics
  • IMPROVE relationships with commercial colleagues, clients and managers through more effective communication skills
  • UNDERSTAND your personal impact and how you can influence activity to achieve the desired outcome

COURSE CONTENT

MODULE 1

Definitions and styles of influencing and persuasion with colleagues and clients

  • Basic strategies; Personal impact and effectiveness when influencing; Testing your antennae; Review of self-assessment

Impactful tools for effective influencers and negotiators

 Behaviours that help to reach agreement; Behaviours that lead to breakdown; Asking; Telling; Probing; Listening;Use of silence

Determining and building trust for results

  • Different types of trust; Creating and sustaining trust
  • Identifying your criteria for trust and the other people’s
  •  Testing your criteria and others for trust

Influence and persuasion to lead, manage and negotiate across cultures and organisations

  • Hierarchy
  •  ‘I’ v ‘We’
  • Perception of status; Dealing with certainty; Attitudes to time; Relationship v task; Intercultural communication styles

Influencing, creating and managing teams that deliver

  • Teams v groups; Team dynamics; Team building; Coaching teams; Evaluating teams; Remote and virtual teams

Time management and meeting strategies for fast-track lawyers

  • Extinguishing time bandits; Strategies to maximise influence in meetings
  • Do’s and Don’ts
  • Seating for persuasion and influence; Handling difficult conversations

MODULE 2
Successful advanced negotiations – Objectives and strategy negotiations – internal and external

  • Proven tools and techniques
  • Objectives – Slicing the pie or expanding the pie; The myth of ‘win/win’; Creating value – long and short term
  • Identifying your objectives and strategy; Strategy variables – BATNA and ZOPA


Identifying your natural negotiating style and widening your range of styles for success

  • Practical exercise; Recognising your preference and others; Impact of different styles; When to apply different styles
    Pre-negotiation tools for effective time saving preparation
  • Frames for a gain; The Issue Map – Managing complex negotiations; Offers

Finding and using negotiating power when you have no authority

  • Definition of power; Sources of power; Interests; Positions

Coaching for performance

  • Benefits of coaching; When to coach; The GROW model; Goal setting

Immediate action

  • Key learnings

DATES:

06 Jun - 17 Jun, 2016,
15 Aug - 26 Aug, 2016,
17 Oct - 28 Oct, 2016,
14 Nov - 25 Nov, 2016

IMPORTANT NOTE:

FOR MORE DETAILS WITH RESPECT TO COURSE CONTENT E.T.C, PLEASE SEND YOUR REQUEST TO training@coinmac.org or call +2348023262908,+2348038437312
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