Negotiations Workshop Session I: Price Negotiations

Time & Place
Monday, October 22, 2007
5:00 p.m.
Boston Bar Association
16 Beacon Street
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Sponsored by the New Lawyers Section

Join us as Ron Scharf and David Lax of LaxSebenius cover fundamental negotiation concepts and apply the principles during simulation exercises in a multi-part program series. These courses are the basis for the Harvard Business School Executive program called Strategic Negotiation, and are being offered as a free program series exclusively to BBA members! The courses are desigend to be taken independently or in conjunction with one another.

The first class will be a discussion of price negotiations. Questions to be answered include:  

• Who should make the first offer?
• If I make the first offer, what should it be?
• How do I handle subsequent concessions?
• How can I shape the other side’s perception of the negotiation to my advantage?
• What are some key tools that I can use to persuade the other side to accept my desired proposal? 
• How do I handle extreme offers?

Subsequent classes will include Negotiations in Long-Term Relationships, Creating & Claiming Value and Multi-Party Negotiations.

The New Lawyers Section is Co-chaired by Matthew Moschella and Jacy L. Wilson.

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