Presented By the Alternative Dispute Resolution Section

This workshop deals with negotiation principles and skills such as preparation and adjustment tools; selecting and shifting negotiation styles; choosing opening positions and how to deal with opposing positions driven by tactics; using power and weakness; using and controlling influence; using danger and opportunity strategically; adjusting to your opponents' tactics; and using closing skills to avoid and overcome impasse.

What You'll Learn:
1.   Tools to Separate the People from the Problem and Distinguish Positions from Interests.
2.   Critical Preparation Skills and Processes, Including Decision Tree and Probability Analysis.
3.   The Five Styles of Negotiating and How to Choose and Use Them.
4.   The Most Important Questions to Ask and Answer
5.   Dealing with Manipulations and Tricks.
6.   Best Uses of the Mediator's Participation and the Mediator’s Unique Toolbox.
7.   Options for Overcoming Impasse.
8.   Essential Closing Skills and Tools.

Chair:
Alexis Pheiffer, Mediator, Facilitator, and Attorney, Phoenix, Arizona.

Faculty:
Robert Copple, JD PhD CIPP, Copple & Associates, Arbitrator, Mediator, Investigator, Litigation Management/Strategy, Organization Leader, Author.
Lee L. Blackman, JD, Blackman ADR Services, Mediator, Arbitrator, Author.