We have been working with this client for over 2 years now and have just delivered another negotiation skills programme (targeted for 3-4 years PQE). Below we have provided a summary of what has proved to be a highly popular and successful programme...

Our client is one of the top 5 law firms in the UK. Their specialist areas are corporate, international finance, commercial real estate and litigation. They operate on a global scale, with offices in over 20 countries.

We were selected to design and facilitate a new negotiation skills training programme. Effective negotiation skills are so vital given the nature of their business.

Programme Objectives

The main objectives of the negotiation programme are to;

• Explain the key processes that underpin negotiation
• Enable them to prepare for and structure face to face and telephone negotiations
• Apply a range of skills, techniques and tactics to negotiations
• Demonstrate increased confidence in conducting negotiation meetings

The target audience is 3-4 years PQE. Participants are drawn from a mixed range of practice areas. Group size is between 8-12.

Programme Topics

The key topics covered in the programme include;

• Key principles of negotiation
• The phases of negotiation
• Positions and Interests
• Structuring and preparing for a negotiation meeting
• Conducting a negotiation meeting
• Handling conflict
• Performance improvement; action plans and evaluation

• "Getting to Yes" video and book [written by lecturers at Harvard Law School]
• Specially designed continuous case study
• Videod role plays
• Group discussions and syndicate work
• Mind maps
• On-screen presentations
• Individual exercises
• Performance Improvement Grid (PIG) for key learning points and action planning

• Need to feel that the trainer has experience in a law firm, from a credibility point of view
• Are bright, intelligent, fast learners and will grasp theory quickly
• Like case studies to try ideas out in a practical way
• Need to be highly motivated at the front end of a training programme
• Are confident, articulate and challenging
• Like to hear "war stories

Testimonial - Skills Training Manager, London

 

"The result of a recent training needs analysis with many of our senior staff indicated a need for training in negotiation skills. Since this is something so key to our business, we were very keen to provide the best quality of training.

We held a tendering process with several potential training providers and chose hr TEAM because of their flexibility and real desire to understand our business and meet our particular requirements.

The course has now been run on several occasions, and so far, the evaluations have been exceptionally positive. Jeremy Cassell, the trainer, has been popular with our staff and successful in making them examine and develop their style and confidence at negotiating.

 

Based on the success of our negotiation course, we have also been involved in;

(1) Senior Partner Programme

One of their senior partners sat in on our negotiation skills programme and was very impressed. As a result, they asked us to be involved in their senior partner negotiation and communication programme.

(2) Procurement Programme

This is for their Business Services division, for staff involved in procurement for a whole range of services from IT, travel, security etc... It has a strong focus on developing negotiation skills, obviously in the context of the procurement process.

Contact us today... to arrange an initial meeting, or to talk with one of our training consultants, to discuss your behavioural skill requirements...

• Call us on 01435 865 711
• Use our on-line request form
• Email us: info@hrteam.co.uk