Advanced Attorney Negotiation: Credibility Assessment, Strategy, and Behavioral Dynamics

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In this second segment we will continue with our journey into the multiple elements of high-level negotiation. You will understand when a person is lying to you; a most important aspect as lies will permeate your multiple attempts at case resolution….when you ascertain the lies, however, you can turn the tables in a heartbeat. You will understand who ‘you’ are being, and who you ‘should’ be being. We will discuss context and culture, and why BATNA doesn’t cut it. We will discuss emotions in negotiations and their impact, the power of acknowledgment, and presentation of the ‘dish’. We will explore cognitive dissonance, and the various aspects of the negotiation that in their own way impact the outcome. We will discuss the layers of the being called the human, and also the bad news we have to accept about that human. We will discuss implicit bias, the world you live in, and the power of positioning. We will end with your world, their world, and how those concepts intersect and affect the ‘real’ world. If we have time we will go over some quotes that may guide you in the future.

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