Psychology of Negotiation, Session 2: Availability and Anchoring
Bullivant Houser Bailey's Psychology of Negotiation Series
Professor Richard Birke, Willamette University College of Law
Bullivant Houser Bailey PC, 888 SW Fifth Avenue Suite 300, Portland OR 97204
4:30PM - 6:30PM
Lawyers who want to succeed at trial, dispute resolution or mediation must understand how to negotiate effectively. And, they must ultimately be skilled at persuading others — jurors, judges, other lawyers and especially their own client.
This three-part series—The Psychology of Negotiation—brings the knowledge gained in psychology and neuroscience to its practical application in the law. Attendees will learn:
- The psychological aspects of negotiation and how to use that knowledge effectively
- How to remove obstacles to understanding cases by settling on what is important
- How to identify all perspectives in a case and move away from biases that create barriers to effective negotiation
Much of a lawyer's work involves case analysis and the evaluation of the worth of a claim or a potential deal. For ultimate success, a lawyer must be skilled at negotiating. For a successful outcome, these activities require that a lawyer clear his own mind of any biases that might distort the analysis or evaluation, and also to prevent the lawyer's own mental processes from impeding negotiations with other lawyers, with one's own client, or with other people involved in the legal system. These activities have been studied deeply in the realms of psychology and neuroscience. The Psychology of Negotiation will bring these disciplines to the practice of law.
These are free after-work seminars and you are welcome to attend any or all of them! Light hors d'oeuvres and drinks will be provided.
The second session is "Availability and Anchoring." You will learn about differentiating your client's case from notorious ones and removing the obstacles presented by salient, but irrelevant numbers.
The seminar will be held at Bullivant's Portland office, located at Pioneer Tower, 888 SW Fifth Ave Ste 300, Portland OR 97204.
Please RSVP using the link at top right if you plan to attend. We look forward to seeing you there!