Can we help you practice “interest-based negotiation"?
The art of interest-based negotiation is based on theories presented in Fisher and Ury’s "Getting to Yes." A good number of lawyers have not heard of interest-based negotiation and don’t know how to use it. (Some even think we are saying, “inter-space negotiation.” Not!)
Learn more from these slides from our the Solo/Small Firm CLE program materials referring to interest-based negotiation. Even the Virginia Rules of Professional Conduct discuss interest-based negotiation in the comments. Many lawyers will be surprised to learn that we are expected to understand and practice the concept as appropriate for our clients’ needs.
And after exploring "Getting to Yes," try "Beyond Reason, Using Emotions As You Negotiate" by Fisher and Shapiro. You may be surprised at the effectiveness of the lessons it teaches.