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Course: Negotiating Skills for the Commercial Lawyer: Introduction
Code: LP03_C20
Duration: 2 hours
CPD Credit: 2 CPD Points
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What is negotiation?
Alan Fowler suggested in his book Negotiation: Skills and Strategies (IPM 1990) that negotiation was: "a process of interaction by which two or more parties who consider they need to be jointly involved in an outcome, but who initially have different objectives, seek by use of argument and persuasion to resolve their differences in order to achieve a mutually acceptable solution."
In the first Lesson, Introduction to Negotiation, you will learn:
In the second Lesson, Different Negotiating Styles, you will learn about:
Bilateral Styles
The Avoiding Style
The Accommodating Style
The Compromising Style
The Competing Style
The Collaborating Style
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Tim Sewell
Tim Sewell, MA, (Oxon) Solicitor, was for many years in charge of the Legal Practice Course at the UK College of Law's Guildford branch. He is an author of the College's resource books on Business Law and Practice and Commercial Law and practice and is an experienced lecturer on many areas of business and commercial law.
Howard Finger
Howard Finger is one of the most experienced B2B e-commerce executives working in the international market and is a sought-after speaker and corporate adviser. Prior to VinciWorks, he spent eight years, and achieving the position as Senior Vice President, at Global Sources (NASDAQ: GSOL). At GSOL he pioneered international e-commerce and helped the company become one of the world's largest B2B marketplaces with more than £100 million in annual revenues. Mr. Finger has experience in strategic business modeling, negotiating joint ventures, product design and sales and marketing. He also has a strong legal background, he was a Partner in one of Hong Kong's leading law firms and also practiced law in England. He graduated with honors from City of London Polytechnic with a Bachelor's degree in business law.
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