Influencing and Persuading Skills for Lawyers

Today all professional business lawyers should be equipped with powerful influencing, persuading and negotiating skills. Technical knowledge needs to be married to personal skills if you want to negotiate the best arrangement from a commercial agreement, build trust with internal or external clients or simply ensure your opinion is heard and respected.

This two-day personal development workshop has been specifically developed for lawyers. It offers a unique opportunity to focus on developing advanced influencing, persuading and negotiation skills to enhance your ability to make an impact, improve visibility and influence both clients and colleagues to achieve business goals.

h4. The key reasons for attending this programme

This intensive two-day workshop tailored specifically to address situations faced by international lawyers, will:

* *USE* experiential learning to enhance and build your skills to effectively influence a situation to deliver your desired outcome * *ENHANCE* your competency and confidence in negotiation with clients and colleagues * *IMPROVE* your ability to manage conflict and dispute to a successful outcome * *PROVIDE* a tool-kit of leading and influencing strategies and techniques that you can use to overcome day-to-day challenges * *IDENTIFY* and recognise different influence and negotiation styles in yourself and others * *DELIVER* one-to-one coaching to identify your strengths and weaknesses * *LEARN* what it means to be an effective international negotiator and how this can benefit your organisation * *MASTER* the skills necessary for managing negotiation impasses successfully

h4. Who should attend?

This programme has been specifically designed for all in-house and private practice lawyers who would like to improve their performance through enhanced influencing, persuading and negotiation skills.

h4. The delivery style

Using a mixture of DVD's, simulations, interactive sessions and paired and group work, the workshop presenter who is a recognised and sought-after trainer by many international corporates, will provide participants with strategies and a toolbox for future cross-border negotiations.

*The key skills developed:*

* Leadership * Negotiation * Influence and impact * Persuasion*DAY ONE*

*Definitions and styles of influencing and persuasion with colleagues and clients* * Basic strategies * Personal impact and effectiveness when influencing * Testing your antennae * Review of self-assessment

*Impactful tools for effective influencers and negotiators* * Behaviours that help to reach agreement * Behaviours that lead to breakdown * Asking * Telling * Probing * Listening * Use of silence * Simulation and feedback

*Determining and building trust for results* * Different types of trust * Creating and sustaining trust * Identifying your criteria for trust and the other people's * Testing your criteria and others for trust

*Influence and persuasion to lead, manage and negotiate across cultures and organisations* * Hierarchy * 'I' _v_ 'We' * Perception of status * Dealing with certainty * Attitudes to time * Relationship _v_ task * Intercultural communication styles

*Influencing, creating and managing teams that deliver* * Teams _v_ groups * Team dynamics * Team building * Coaching teams * Evaluating teams * Remote and virtual teams

*Time management and meeting strategies for fast-track lawyers* * Extinguishing time bandits * Strategies to maximise influence in meetings * Do's and Don'ts * Seating for persuasion and influence * Handling difficult conversations *DAY TWO*

*Successful advanced negotiations - Objectives and strategy negotiations - internal and external* * Proven tools and techniques * Objectives - Slicing the pie or expanding the pie * The myth of 'win/win' * Creating value - long and short term * Identifying your objectives and strategy * Strategy variables - BATNA and ZOPA

*Identifying your natural negotiating style and widening your range of styles for success* * Practical exercise * Recognising your preference and others * Impact of different styles * When to apply different styles

*Pre-negotiation tools for effective time saving preparation* * Frames for a gain * The Issue Map - Managing complex negotiations * Offers

*Finding and using negotiating power when you have no authority* * Definition of power * Sources of power * Interests * Positions

*Coaching for performance* * Benefits of coaching * When to coach * The GROW model * Goal setting

*Immediate action* * Key learnings * Defining personal objectives * Enhancing strengths and meeting challenges * Where you are going to be - short, medium and long term * Action plan

EUR 1249.00 / GBP 999.00

Falconbury - The business of learning

Falconbury specialise in skills development for individuals and teams across all types of organisations, large and small, public and private, domestic and international. Falconbury are confident that you will find a training solution which will suit your needs and budget, whether public course, distance learning or tailored in-house solution.

With a training and development team that have a combined experience of over 60 years Falconbury provide training and consultancy services to the international business community, across many industries. Falconbury can deliver an all-encompassing international training and consultancy service, as their team has more than 800 internationally-renowned presenters, trainers, consultants, industry leaders and authors as training partners.

Falconbury - training to suit your needs

The public training portfolio at Falconbury, includes HR, business law, commercial management, personal management development, senior management development and insurance and reinsurance. All of the courses come in a variety of formats, from 5-day industry specific ‘MBA style’ programmes to residential summer schools, to 1,2 or 3 day courses, all of which can also be run as tailored programmes within organisations anywhere in the world.

Falconbury also offer distance learning courses written courses provide the ideal way to learning by studying at work, home or on the move.

For teams or departments Falconbury provide in-house training solutions in which they come to you. All of our public programmes can be arranged at a location of your choice ‘off the shelf’, or they can work with you to create a bespoke training solution.

Finally Falconbury also offer individual coaching and event management solutions.

Falconbury - your best choice

Falconbury public training events and seminars are presented by experts with real business experience and are designed to be highly practical and interactive. In each training course case studies and examples are used so that delegates can ‘dry run’ the skills, techniques and learning in a safe environment before employing them for real back at the office.

Falconbury's emphasis is on ‘hands-on’ training and numbers are limited on courses so that delegates get the most out of the training. Additionally our training solutions have measurable results and provide a return on your investment, delivered by experienced professionals and managed with exceptional care and attention.

Falconbury run training courses in the following categories:

• Business Law
• Commercial Contract Management
• CPD Series
• HR Development
• Industry Specific Management Skills
• Job Specific MBAs
• Management Development
• Reinsurance Law and Practice
• Legal Summer School

Falconbury - meeting your needs

Falconbury believe that every training requirement is unique, and as such, treat each enquiry as a completely new project with different goals, requirements and budgets. Great care is taken in matching the right trainer or consultant to the organisations/departments culture and audience needs. Falconbury pride themselves on the delivery of development solutions, both personal and technical, which can be measured, which ‘stick’ and at a price that complements your training budget.

Contact Falconbury today to discuss your needs.

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