To negotiate effectively and efficiently, it is important to identify and understand your own biases and the biases held by others. The purpose of this program is to learn just that and empower you to reach the best settlement outcomes for your clients. We will discuss, define, and explain types of biases that show up in negotiations such as the “fixed pie bias,” susceptibility to framing, conflicting motivations, and egocentrism, as well as cultural biases that can affect negotiation outcomes. In this program you will gain tools and skills to recognize biases within yourself as an attorney, within your client, and in others—and learn to use that awareness strategically to overcome obstacles and achieve better settlement outcomes.
Lee Mendelson, ADR Services, Inc.
