Description:
Successful negotiators understand that settlement decisions are driven by more than facts and legal arguments. This engaging program explores the psychological principles that influence negotiation behavior and settlement outcomes. Participants will learn how cognitive biases, emotions, framing, anchoring, loss aversion, optimism bias, and egocentrism impact decision-making at the bargaining table. The presentation also examines techniques such as active listening, validation, strategic questioning, and interest-based negotiation to build trust and move parties toward resolution. Through practical examples and interactive discussion, attendees will gain tools to overcome impasse, increase persuasion, and maximize settlement opportunities.

Speaker:

• Lee Mendelson, Esq. – ADR Services, Inc.
• Jason Sullivan, Esq. – Rathbone Group

Location:
Austin, TX

Cost:
Full Conference: $1,950

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