Thursday, November 21, 2019

9 a.m.–12:15 p.m. An Introduction to Negotiation and Conflict Management 3 Practical Skills credits

1 p.m.–4:45 p.m. Advanced Negotiation Strategies and Tactics 3 General CLE credits

Negotiation and Conflict Management with Kwame Christian

iiNegotiation and Conflict Management with Kwame Christian

NEGOTIATION AND CONFLICT MANAGEMENT WITH KWAME CHRISTIAN

The materials and forms in this manual are published by the Oregon State Bar exclusively for the use of attorneys. Neither the Oregon State Bar nor the contributors make either express or implied warranties in regard to the use of the materials and/or forms. Each attorney must depend on his or her own knowledge of the law and expertise in the use or modification of these materials.

Copyright © 2019OREGON STATE BAR

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iiiNegotiation and Conflict Management with Kwame Christian

TABLE OF CONTENTS

Schedule . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . v

Program Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Speaker Bio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

The Fundamentals . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

Psychology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Conflict Management. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Advanced Strategies and Tactics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

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vNegotiation and Conflict Management with Kwame Christian

SCHEDULE

Presented by Kwame Christian, American Negotiation Institute, Columbus, OH

An Introduction to Negotiation and Conflict Management

8:00 Registration

9:00 Negotiation: Understanding the BasicsF Every interaction is a strategic persuasive opportunityF Be persuasive without being combativeF Develop the proper mindset for effective negotiationF Determine how and when to use these skills for maximum impact

10:00 Break

10:15 Conflict Management: Understanding the PsychologyF Overcome psychological and emotional barriers to engaging in conflict effectivelyF Recognize and identify the psychological state of the other partyF Time your arguments for the most psychological impactF Ask questions and listen effectively in hostile negotiations

12:15 Adjourn

Advanced Negotiation Strategies and Tactics

12:30 Registration

1:00 Preparing Before the NegotiationF How to prepare for your negotiationF How to analyze the situationF Understanding the goals for your negotiation

2:30 Break

2:45 During the NegotiationF Understand and utilize power dynamics and leverage in negotiationF Determine when to stand your groundF Identify and manage threats and bluffsF Strategically build relationshipsF Ask questions for maximum impact and informationF Recognize when to control the conversationF Use anchoring to get the most out of your negotiations

4:45 Adjourn

viNegotiation and Conflict Management with Kwame Christian

1Negotiation and Conflict Management with Kwame Christian

PROGRAM OBJECTIVES

● Provide you with a set of practical techniques and strategies that you can use in your negotiations with clients.

● Give you the confidence to stand your ground in negotiation and not immediately make price concessions.

● Help you to have more confidence in conflict and difficult conversations where emotions may take over.

● Provide you with a systematic approach to preparing for a negotiation. ● Provide you with a framework for addressing hostile or emotional negotiations

Speaker Bio: Kwame Christian, Esq., M.A. is the Director of the American Negotiation Institute where he conducts negotiation and conflict management workshops around the country. As an attorney and mediator with a Bachelors of Arts in Psychology, a Master of Public Policy, and a law degree, Kwame brings a unique multidisciplinary approach to making difficult conversations easier. In addition to his role with the American Negotiation Institute, Kwame also serves as a professor at The Ohio State University Moritz College of Law, the top ranked dispute resolution program in the country, and Otterbein University’s MBA program.

He is the author of the best selling book Nobody Will Play With Me: How to Use Compassionate Curiosity to Find Confidence in Conflict and his TEDx Talk, Finding Confidence in Conflict, was the most popular TED Talk on the topic of conflict of 2017. Kwame also hosts the top negotiation podcast in the world, Negotiate Anything. The show has been downloaded over 1,000,000 times and has listeners in 183 different countries.

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THE FUNDAMENTALS What is negotiation? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is the negotiation continuum? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is the benefit of smalltalk? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What are the three goals in difficult conversations? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Great negotiators are ___________________. What is the benefit of creativity? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Great negotiators are ___________________. What is the benefit of curiosity before the conversation? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is the benefit of curiosity during the conversation? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is the 70/30 rule? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Funnel Technique ______________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ How do we prove that we’ve been listening to them? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is the benefit of curiosity after the conversation? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Great negotiators are ___________________. What is the benefit of confidence? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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How do you gain confidence? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Free Resources:

● Negotiation preparation guide: www.AmericanNegotiationInstitute.com/guides ● Negotiate Anything Podcast ● Ask with Confidence Podcast

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PSYCHOLOGY Why is psychology important?

________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Amygdala: What are some psychological barriers in difficult conversations?

________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is bias? Why is it important for us to recognize our biases?

________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is the most advanced part of your brain? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Timing: How does knowing about the amygdala, the frontal lobe (prefrontal cortex), and psychology impact timing? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What are micro-negotiations and how are they helpful? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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CONFLICT MANAGEMENT What is conflict? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Steps to compassionate curiosity:

1. __________________________________________________________________

2. _________________________________________________________________

3. __________________________________________________________________ Step One: Acknowledge Emotions ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What are some keywords for acknowledging and validating emotions? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Step Two: Getting Curious with Compassion ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Step Three: Joint Problem Solving ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ How can you manage your own emotions? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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ADVANCED STRATEGIES & TACTICS What are the benefits of preparation? Strategic? Psychological? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What does the process of preparation look like? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Basic Preparation Phase 1: _________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is important when considering third parties? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Why is it important to distinguish between interests and positions? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Advanced Practice Phase 2:___________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is reactive devaluation and why is it important? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is reciprocity and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is scarcity and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is authority and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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What is consistency and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is liking and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is social proof and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is unity and how does it help persuasion? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What are the two main stages of negotiation (during the conversation)? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Value creation vs value distribution. What is the difference and why is it important? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Reconciling niceness and Assertiveness. ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Win-win vs. Win- Lose. ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Advanced Questioning Phase 1: ____________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Single Issue vs. Compound Issue. What’s the difference? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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Advanced Questioning Phase 2:_______________________ ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Calibrated Questions ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is framing and why is it important? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What do leverage and power mean in the context of negotiations? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What are the additional sources of power? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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How can you handle threats? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ How can you use warnings instead of threats in your negotiations? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is bluffing and what are the potential dangers? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What are the fundamentals of concession strategy? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ Information vs. Influence. What is the difference? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

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What are some things to keep in mind when negotiating via email? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________ What is anchoring and how can you use it in your negotiation? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________

________________________________________________________________________

What are some issues within your negotiation that are susceptible to anchoring? ________________________________________________________________________ ________________________________________________________________________ ________________________________________________________________________