Foreign Counsel and International Lawyers who have negotiation skills that fit within a framework of professional responsibility are in an improved position for the full ability to work with American clients, their General Counsel and their law departments

Time: Four (4) hours live and eight (8) hours on-line.
Cost: A US$500 deposit will be refunded after participation, but forfeited for lack of attendance or completion.
Prerequisites: A comfortable and professional working level of English.

Required Resources: Betting the Company – Complex Negotiation Strategies by Andrew Trask, Beyond Dealmaking by Melanie Billings-Yun, The Global Negotiator by Jeswald Salacuse, 3-D Negotiation by Sebenius and Lax and The Language of Negotiation by Joan Mulholland.
In addition, our proprietary resources will be provided on-line.
Certificate: Upon full completion of course materials, 90% minimum in on-line exams and an independent project.

SCHEDULE

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november, 2019

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SUMMARY

Most negotiation courses assume negotiation is face to face or in closed definable systems, but international corporate negotiations are very often multi-faceted negotiations with multiple parties, multiple issues conducted in multiple dimensions from personal meetings, to email, video-conference, document editions, and other virtual means.

This course recognizes that reality and builds on basic negotiation fundamentals to address the more complex challenges raised by negotiations that involve multiple parties, multiple issues, and that take place over longer periods of time.

We address the different strategic considerations negotiators face, from the internal dynamics and pressures of representing a group of business division interests, to the difficulties that result from clashes of corporate cultures.

Specifically, we help you to develop a framework that addresses:
– multiparty negotiation (multilateral parties, team negotiations and internal negotiations with your organizational constituents):
– multiple decisions (with multiple options and multiple issues and how to make contingent or link or subtract);
– multiple agendas (to determine strategic ordering and sequential or simultaneous negotiation).
– multiple relationships (with effective stakeholder interest and position analysis while respecting the essentials of win-win negotiation, unlocking value for the parties, with a systematic approach to structure creative agreements)
– multiple roles of the Lawyer in the corporate mix, and the lawyers´ obligations and duties in negotiations, including corporate and contract law, as well as professional obligations.

In sum, you receive concrete, practical advice on how best to guide your U.S. corporate clients through even the most difficult negotiations, all within a framework designed to keep improving negotiating capabilities.

FORMAT

Participation is limited to a maximum of twelve (12) lawyers to allow personal interaction.
The live course is followed by an on-line interactive course that expands on the fundamentals from the live session. Completion of the on-line course and exams is mandatory for recognition.


THE INSTITUTE´S COURSES – YOUR COMPETITIVE ADVANTAGE

THE ART
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PROCESS,
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PROFIT
FROM
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The D and I Advantage

THE
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Develop, Deliver, Sustain

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FLUENT
ENGLISH FOR
LAWYERS

The Art of Smooth Speaking

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TRULY
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Clear Thinking Made Visible

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MULTI-PARTY
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NEGOTIATION

The Professional Framework

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My Competitive Advantage

Participating with the Institute courses is like opening a door and stepping into a room that you knew was there but you did not have the key.

Juliana describes her experience with courses at the Foreign Counsel Institute

Now I have the key. Now I can create more sophisticated and higher-level relationships with American Corporate Counsels.

I confess to you that my biggest career mistake was my failure to understand how…

Listen to Juliana

Juliana Silva – Corporate, Commercial and IP Law, twelve years legal experience in three U.S. multinational pharmaceutical corporations – Sao Paulo, Brazil – Join me on Linkedin!

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Who We Are

A private group of international attorneys dedicated to giving a significant competitive advantage to foreign lawyers who make the effort to understand the US Corporate Counsel professional and operational paradigm.

Who We Work With

Are you a licensed and practicing Lawyer in a country outside the United States? Do you want to represent U.S. Corporate Clients?

Serious professionals are always welcome to join us.

Your Invitation

Simple. Contact us and tell us your interest. Allow us to invite you to participate with us.

My Competitive Advantage

I give you three reasons:

One, quite valuable for distinguishing oneself from our collegial competition.

international lawyers work with u.s. american corporate law departments

Two, certainly enhances the awareness of assumed expectations, and thus improved partnering.

Three, an inside track towards client development of U.S. Corporate lawyers and law departments.

There are no big secrets revealed here, but practical insights, presented in a coherent framework that allows one to see and understand the whole picture.

Christian Klein, Financial Regulatory Law – Frankfurt, Germany.

My Competitive Advantage

I believe that the client sets the goal, together we agree on the strategy, and the local tactics are my prerogative. But this can bring a tension and risk especially with non-French clients.

Therefore, I enjoy to develop the Institute´s recommended approach.

One example that works marvelous for me: The decision-tree technique in a process management map. This is now my fundamental system because it communicates clearly what the client wants to know and control.

I have convinced Clients to trust me with this technique alone.

Louise Lefebrve, Labour Law, Labour Relations Restructuring, Litigation – Paris, France

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