Лектор докладно проаналізувала разом з учасниками юридичну англійську, а саме:

1. Стилі та стратегії ведення ефективних переговорів.

2. Мова переговорів. Різниця між мовою переговорів США та Великобританії.

3. Як бути хорошим переговірником? Підготовка до ефективних переговорів : п'ятиступеневий план дій.

4. Стадії та техніки переговорного процесу.

5. Сталі вирази та кліше під час переговорного процесу. Фрази, що змінюють хід переговорів та якісно впливають на їх результат.

6. Приклади та практичні поради за темою заходу.

У рамках характеристики юридичної англійської мови акцентовано на наступному:

1. Styles and strategies of effective negotiations

Negotiation styles and approaches:

·              Competitive (distributive) negotiation: Focuses on claiming value. One party’s gain is the other party’s loss.

·              Collaborative (integrative) negotiation: Aims at cooperation and creating value for both parties.

·              Win–win approach: Seeks outcomes beneficial to all parties.

·              Win–lose approach: One party achieves its objectives at the expense of the other.

·              Compromise: Each party gives up something to reach an agreement.

·              Avoidance strategy: Parties avoid confrontation or postpone negotiations.

·              Accommodation: One party yields to preserve the relationship.

·              Hard bargaining: Firm positions, pressure, insistence on concessions.

·              Soft bargaining: Flexibility, relationship-oriented, readiness to concede.

·              Problem-solving negotiation: Focus on interests, not positions; objective criteria; inventing options for mutual gain.

Key negotiation strategies and concepts:

·              BATNA (Best Alternative to a Negotiated Agreement).

·              Reservation point.

·              Bottom line.

·              Anchoring.

·              Opening offer.

·              ZOPA (Zone of Possible Agreement).

·              Leverage.

·              Power imbalance.

2. Language of negotiations. Differences between US and UK negotiation language

United States:

·              Informal and friendly from the start.

·              Prefer direct language.

·              Tend to exaggerate (“this is the best deal you’ll ever get”).

·              Disagree openly if necessary.

·              Use humour mainly to break the ice.

·              Press for decisions on main points during the first meeting.

·              Interested in getting the deal.

·              Likely to place cards on the table and work through offers and counteroffers.

·              Closing language is enthusiastic and explicit (“Let’s make it happen!”).

United Kingdom:

·              Formal and reserved at the first meeting (informal later).

·              Prefer indirect language (“I’m not quite with you on that”).

·              Tend to use understatement (“that might be a bit difficult”).

·              Use irony.

·              Rarely disagree openly.

·              Use humour as a negotiation tactic.

·              Dislike making decisions during the first meeting.

·              Patient.

·              May not reveal bottom line.

·              Closing language is reserved (“That could work, yes.”).

3. How to be a good negotiator. Preparation for effective negotiations: five-step plan

Preparation: Five-Step Plan:

·              Step 1: Research facts and law:

Collect all relevant factual and legal information.

·              Step 2: Establish the client’s aims and agree strategy:

Clarify objectives and define negotiation strategy.

·              Step 3: Identify the client’s BATNA:

Determine the best alternative if no agreement is reached.

·              Step 4: Decide what information you need to obtain:

Identify gaps in information about the other party’s position and interests.

·              Step 5: Plan the agenda:

Structure the negotiation process and issues to be discussed.

4. Stages and techniques of the negotiation process

Stages of negotiation:

·              Ice-breaking.

·              Opening.

·              Finding out information.

·              Making offers and counteroffers.

·              Persuasion.

·              Managing impasse and deadlock.

·              Reaching agreement.

·              Tying up loose ends.

Negotiation techniques:

·              Anchoring.

·              Horse-trading.

·              Split the difference.

·              Making counterproposals.

·              Defending an offer.

·              Applying pressure for a decision..

·              Managing silence

·              Reframing.

·              Using objective criteria.

5. Set phrases and clichés used during negotiations. Phrases that influence the outcome

Examples of negotiation phrases:

·              “Let’s try to reach a reasonable solution for both parties.”

·              “Your position is …”

·              “Our position is …”

·              “How could we reach a compromise?”

·              “Perhaps we can compromise on this amendment.”

·              “Can you meet us in the middle?”

·              “We propose …”

·              “We are prepared to … on condition that …”

·              “We might agree to … if you accept that …”

·              “Let’s look at the creative possibilities.”

·              “Another way of looking at this question might be …”

·              “What if we looked at the possibility of … ?”

6. Examples and practical advice from the presentation

1)            Focus on interests rather than positions.

2)            Use BATNA as leverage.

3)            Separate the people from the problem.

4)            Leave something on the table to build trust.

5)            Manage impasse by reframing issues.

6)            Use downgraders or upgraders depending on cultural context.

7)            Prepare carefully and listen strategically.

8)            Read disagreement as information, not resistance.