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Midsouth Attorneys > Upcoming Continuing Legal Education Sessions > The Alchemy of Idiots: A Persuasive Lawyer's Guide to Transform Difficult Opposition into a Collaborative Partner

The Alchemy of Idiots: A Persuasive Lawyer's Guide to Transform Difficult Opposition into a Collaborative Partner

12/13/2016
8:30 AM - 12:15 PM
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This program teaches lawyers how to transform difficult situations and people into surprising success. Participants will learn how to direct the trajectory of relationships at three key moments that determine the quality of cooperation in almost any professional association: the first contact, the invitation to collaborate, and when tensions flair.

Speaker: Jeffrey Stec

Course Content:

		A New Influence Model In this section, participants will discuss a three-pronged model to build sustainable influence with clients, opposing counsel, colleagues and staff. Lawyers will learn how to employ this model to achieve more of their clients’ objectives in a variety of situations that lawyers from all practice types encounter on a daily basis.

		The First Meeting First impressions last a lifetime and the first meeting sets the tone for the relationship. In this section, lawyers will learn how highly influential lawyers use communication cartography, other-person focus, bias-checking, and curiosity to build influence in relationships.

		Break

		The Invitation to Collaborate It takes two to tango. In this section, lawyers will learn how to use needs mapping and expansive negotiation theory to make a compelling pitch for collaboration. Lawyers will then discuss how to invite the other parties and lawyers to engage in a creative process that is designed to meet everyone’s objectives.

		Staying on Track When Tensions Flair Tension is inevitable in negotiation though it need not derail collaboration. This section teaches lawyers how to defuse tension with perception checking, curiosity-questions, and by referring to the other side’s needs. These same techniques can also be employed to de-escalate with difficult people in most situations.

		Adjourn

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