Most lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a lawyer cultivate the necessary skills and learn to negotiate effectively? Dr. Claudia Winkler joins me today to open the discussion about legal negotiation. We talk about the perception of lawyers’ abilities, managing emotion, planning a legal negotiation—and more. Don’t miss this episode of Negotiations Ninja!

Dr. Claudia Winkler is the founder and lead trainer at The Negotiation Academy™. She holds a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She desires to help lawyers leverage their communication and negotiation skills to become the super-negotiators of tomorrow. Listen for a glimpse of her story and an overview of negotiations for lawyers. 

Outline of This Episode

• [2:08] Dr. Claudia Winkler’s background in law and negotiation
• [3:58] The public expectation that lawyers are super-negotiators
• [8:10] Where legal negotiations tend to derail
• [9:53] Fight or flight: how to teach lawyers to manage their emotions
• [11:49] How Claudia recommends improving negotiation skills
• [14:44] Planning and preparation for a legal negotiation
• [16:40] Cultivate open communication between lawyers and clients
• [20:17] Negotiating during times of crisis
• [23:41] Enactment of a Force Majeure clause
• [26:52] How to connect with Dr. Claudia Winkler

Resources & People Mentioned

• What is a Force Majeure?
• COVID-19 Force Majeure?

Connect with Claudia Winkler

• The Negotiation Academy
• The Negotiation Academy Facebook
• Claudia’s Personal Website
• Connect on LinkedIn

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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