Practice Areas: Litigation
Original Production Date: 02/26/2026
Run Time: 1:00:35
MT Course Exp: 02/26/2029
Effective negotiation is one of the most critical skills in legal practice, yet many attorneys fail to achieve optimal outcomes due to inadequate preparation, cognitive bias, or a misunderstanding of opposing interests. This course provides a practical framework for advanced negotiation strategies, equipping attorneys with the tools to approach negotiations with greater precision, confidence, and effectiveness. Attorneys will learn how to develop structured negotiation plans, define clear objectives and distinguish between goals and realistic expectations. The program explores key bargaining styles and when to apply competitive, collaborative, or hybrid approaches based on context and leverage. It also examines the strategic use of opening offers and anchoring, highlighting how early positioning can shape negotiation outcomes.
Learning Objectives:
• Identify and apply advanced negotiation strategies tailored to legal practice
• Distinguish between negotiation goals and realistic expectations to improve outcomes
• Analyze and adapt bargaining styles based on context, leverage, and relationship dynamics
• Evaluate the strategic impact of opening offers and anchoring in negotiations
• Recognize and mitigate cognitive biases affecting negotiation decisions
• Apply effective concession strategies, including integrative bargaining and issue trading
• Utilize psychological techniques ethically to influence negotiation dynamics
• Develop structured negotiation plans that align with client objectives and risk tolerance
A significant focus is placed on cognitive biases and psychological influences, including anchoring, framing, and loss aversion and how these factors affect decision-making. The course further introduces advanced concession strategies and ethical persuasion techniques designed to maximize value while preserving professional relationships. Participants will examine integrative versus distributive bargaining, issue trading, and conditional concession techniques, as well as the role of leverage and timing in concession-making. The program emphasizes that effective negotiation is not simply about “winning,” but about structuring agreements that align with client objectives and reduce future conflict. Through real-world examples, attorneys will gain actionable insights to improve negotiation performance, enhance client outcomes, and effectively manage complex disputes across litigation, transactional, and advisory contexts.
Callie Kyhl is an associate attorney at Vanderpool, Frostick & Nishanian, PC, specializing in cases such as breach of contract, fraud, and civil conspiracy. Before earning her Juris Doctorate from Mitchell Hamline School of Law, she worked as a paralegal for thirteen years, gaining extensive experience in legal research, drafting complex documents, and collaborating with experts across various fields.
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