University of Westminster Negotiation and the Negotiation Competition 1 Session 1/ Graham Robson Negotiation Skills… and the Negotiation Competition

University of Westminster Negotiation and the Negotiation Competition 2 What happens Law students in teams of two negotiate a dispute/ make a deal with another team. Teams get common facts explaining scenario Each team gets confidential info about their client

University of Westminster Negotiation and the Negotiation Competition 3 What happens The object of the exercise is not necessarily to win at all costs -it is as much about the process as the outcome. No particular legal theme to the competition

University of Westminster Negotiation and the Negotiation Competition Competition info 4

University of Westminster Negotiation and the Negotiation Competition 5 WORKSHOPS Thursdays 1-2pm in LTS Nov: Introduction, mini-lecture, Erin Brockovich video (extract) 19 Nov: How to do it; the negotiation meeting; The Art of Negotiating video 26 Nov: Style self-assessment; opera singer scenario; Assessment criteria 3 Dec: looking at a competition scenario Graham Robson: tel. ext.

University of Westminster Negotiation and the Negotiation Competition 6 Negotiation What is the objective of negotiating? What do negotiators do? What skills do you need? Tactics, strategies and styles What happens in a negotiation?

University of Westminster Negotiation and the Negotiation Competition 7 Legal negotiating? Erin Brockovich clip

University of Westminster Negotiation and the Negotiation Competition 8 To confer with another for the purpose of arranging some matters by mutual agreement; to discuss a matter with a view to settlement or compromise Shorter Oxford Dictionary Definition 1

University of Westminster Negotiation and the Negotiation Competition 9 Communication for the purpose of persuasion Goldberg, Green and Sander Dispute Resolution, 1985 Definition 2

University of Westminster Negotiation and the Negotiation Competition 10 A problem solving process in which 2 or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns Moore, Negotiation Materials, 1983 Definition 3

University of Westminster Negotiation and the Negotiation Competition 11 planning negotiating documenting Overview of the process

University of Westminster Negotiation and the Negotiation Competition 12 being self-confident being creative looking at problems from different viewpoints Personal skills

University of Westminster Negotiation and the Negotiation Competition 13 identifying and evaluating relevant facts identifying and evaluating legal issues Organisational skills

University of Westminster Negotiation and the Negotiation Competition 14 speaking effectively listening and questioning powers of persuasion Communication skills

University of Westminster Negotiation and the Negotiation Competition 15 Tactics a particular negotiating ploy Strategies an approach to negotiating Styles your own nature Differentiate between…

University of Westminster Negotiation and the Negotiation Competition 16 distributive problems a fixed pie integrative problems make the pie bigger The bargaining context

University of Westminster Negotiation and the Negotiation Competition 17 competitive/ aggressive co-operative/ soft principled/ problem-solving Strategies

University of Westminster Negotiation and the Negotiation Competition 18 high initial demand firm demand false demand good guy/ bad guy routine take it or leave it Competitive

University of Westminster Negotiation and the Negotiation Competition 19 participants are friends the goal is agreement make concessions to cultivate the relationship be soft on the people and the problem Co-operative

University of Westminster Negotiation and the Negotiation Competition 20 participants are problem-solvers the goal is a wise outcome reached efficiently and amicably separate the people from the problem be soft on the people, hard on the problem Principled

University of Westminster Negotiation and the Negotiation Competition 21 Next… 19 Nov: How to do it; the negotiation meeting, The Art of Negotiating video 26 Nov: Style self-assessment; opera singer scenario; the assessment criteria 3 Dec: looking at a competition scenario Competition to follow this term