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Negotiate Like A Lawyer™

Few people enjoy negotiating, even though it is a major part of their job. Fewer still have formal training in negotiation, yet we are expected to negotiate effectively with counterparts within and outside of our own organization. Not only must we achieve good results for ourselves, we must do so while maintaining healthy, long-term relationships with our negotiating partners.

A successful negotiation begins with preparation: gathering information, identifying interests and currencies of exchange, and creating options. It requires a working knowledge of essential negotiating principles such as anchors, concessions, compromise, ultimatums, and how to overcome a "no." And while many of the world’s best negotiators are lawyers, anyone can learn to negotiate better outcomes.

This practical and intensive one-day workshop was designed for people who must negotiate in a variety of settings. Developed and facilitated by David Goldwich, an experienced lawyer and mediator, this program emphasizes the steps to prepare for negotiation and teaches specific, proven techniques for negotiating better outcomes. It focuses on best practices that can be learned and implemented quickly, explained with humor and lots of stories. Participants will also have a chance to take part in negotiation simulations.

Objective

Outline

Who should attend

Managers, supervisors, lawyers, bankers, financial advisors,purchasing agents, purchasing officers, executives, sales and marketing staff, business development executives, customer service representatives, administrative and technical staff, and anyone whose work requires them to negotiate with and influence others.

Methodology

Testimonials

Excellent trainer. Very interactive & engaging and I enjoyed the workshop.
Workforce Singapore Agency

Profile of David Goldwich

David is a "reformed" lawyer who is committed to helping people get what they want by teaching them how to play the negotiation game and be assertive, compelling, persuasive communicators. Born and raised in Miami, Florida, USA, David has been living in Singapore and working throughout Asia since 1999.

David has MBA and JD degrees from accredited and respected bricks-and-mortar universities. He practiced law in the United States for more than ten years, arguing before judges and political, government, and community bodies. He knows how to persuade the toughest audiences. David is trained as a mediator and has managed small businesses as well.

Recognizing that lawyers perpetuate rather than solve problems, David began lecturing and training in 1995. He has taught at the tertiary level in the USA and in Singapore. As a trainer, David applies the "80/20 Rule" by identifying the few critical tools necessary for the greatest improvement and presenting them in a form that is easy to learn and simple to use. An engaging and award-winning speaker, David uses humor and stories culled from his own experience as a lawyer, businessman, and father to help people reach breakthrough changes in their personal and professional lives. David is the author of four books and numerous articles in his field of expertise.

Some of David's recent projects in the region include Allianz Insurance Management Asia Pacific, American Express, Citibank, Caterpillar, Siemens, Singapore Technologies, Panalpina World Transport, BP, Shell, Petronas, Singapore Refining Company, Deutsche Bank, Amtek Engineering, BHP Billiton, Carl Zeiss, Cold Storage, Mitsui Chemicals, Chevron Phillips Chemicals, General Mills, Boston Scientific, Republic of Singapore Navy, Land Transport Authority, IRAS and Ministry of Foreign Affairs