1 Professional Skills

Making a Deal: Effective Negotiation and Influencing Skills

LawCPD Author: Lisanne Iriks
Lisanne Iriks
Conflict Resolution & Negotiation Specialist Life Mediation
1 CPD Point


Interactive and Video Content
Self-Paced Completion
On-demand and on Any Device
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Lawyers use negotiation every day in both their professional and personal lives. That is why it is such a vital skill for lawyers to develop – and why understanding negotiation theory is so valuable.

Understanding negotiation theory means you will be better equipped to choose the most suitable approach or techniques for the different disputes that you deal with.

This course explores the key differences between the two most widely used approaches to negotiation - positional-bargaining and interest-based negotiation. It discusses the strengths and weakness of each approach, when they should be used, and why it is usually preferable for lawyers to use interest-based negotiation.

The course also covers a number of practical strategies you can use to prepare for and run successful negotiations. It discusses:

  • how to identify and address different types of underlying interests;
  • how tactical empathy can help you to strategically influence emotions in negotiations;
  • why negotiation should be thought of as a process of discovery, not a battle of arguments; and
  • why no can be the start, not the end, of a successful negotiation.

Need more than one CPD point? Save when you purchase this course as part of our One-Click CPD Compliance Packs!

Last Reviewed: January 2024

Meet the expert

LawCPD Author: Lisanne Iriks
Lisanne Iriks
Conflict Resolution & Negotiation Specialist Life Mediation

Lisanne is an accredited mediator with over twelve years experience in mediation and dispute resolution. She specialises in family and workplace mediation, as well as delivering training on mediation and dispute resolution.

Learn more


  1. 5.0/5
    This is truly a great course
    The entire content was very easy to follow, well articulated case studies and how to make a deal in an effective negotiation and influencing skills attributes
  2. 5.0/5
    This is one course you don't want to miss.
    Really practical and simple methodologies you can use in both the in-house and legal practice environments.
  3. 5.0/5
    This presentation was very well structured.
    This presentation provided many useful examples of how to shift from position based negotiation to interest based negotiation. What I liked was that these skills may translate well to a variety of situations.
  4. 5.0/5
    Easy to follow and very informative
    Easy to follow and very informative.
  5. 5.0/5
    Well presented and clearly set out.
    Presenter was clear and gave clear examples.
  6. 5.0/5
    Excellent course providing the opportunities to put into practice a numbe rof helpful techniques
    Easy and pleasant to follow a knowledgeable presenter in a clear and detailed way.

  7. 5.0/5
    Very useful course
    Well narrated, focusing on the most important negotiator's skills.
  8. 5.0/5
    Very worthwhile
    The speaker was easy to follow and opened my mind to interest based negotiation .
  9. 5.0/5
    Interesting and useful course
    This course was a good choice for me. I learned a number of techniques I can start incorporating into my everyday practice to get better outcomes on a daily basis. The techniques are easy to learn and apply.
  10. 5.0/5
    Practical and insightful
    Gave good practical and insightful tips on negotiating and influencing in different situations.
  11. 4.0/5
    Great session!
    Very informative, enjoyed the session!
  12. 5.0/5
    Excellent Overview of Negotiation Techniques
    The coverage of the emotional factors in a negotiation was a timely reminder of how dealing with human nature plays an important part in reaching a satisfactory agreement.
  13. 5.0/5
    Excellent and very instructive.
  14. 5.0/5
    Practical. Needs time to be put into effect. Also requires the solicitor for the other side to be like-minded.