Most contract negotiations turn into a contest over positions. One side asks for a 12-month liability cap, the other wants something higher, and the two trade concessions until they land somewhere in the middle or hit a wall. That approach gets deals done, but it can leave value on the table and strain a relationship both companies wanted to keep. Negotiating from interests starts somewhere else. Instead of arguing over the number, you work out why the other side wants what they're asking for, and you use that to find terms that satisfy what actually matters to each company.
In this webinar, Laura Frederick and Pablo Restrepo will walk through how to run a negotiation built around interests rather than fixed positions. They'll cover how to figure out what each side needs underneath the terms on the table, how to ask the questions that bring those interests to the surface, and how to turn that information into agreements that hold up. Attendees will come away with a practical way to prepare for and run their next negotiation, along with a sense of when this approach helps and when a more positional stance makes more sense.
Registration coming soon.
*Live CLE Credit Information:
How to Contract will apply for 1.25 hours of General CLE credit in CA, PA, and TX.
We will provide details to attendees on how to request a certificate of attendance. These certificates are provided after an attendee submits a completed credit request form (including the CLE code words shared live) within 14 days of the live webinar. Late submissions are not accepted.
Lawyers in these other jurisdictions who attend live may be eligible for credit through reciprocity, self-application, or reporting: AK, AL, AR, AZ, CT, CO, FL, GA, HI, IA, ID, IN, IL, KY, LA, NC, NH, NJ, NV, NY, MD, ME, MN, MO, MT, NC, ND, NE, NH, NM, NV, OK, OR, RI, SC, TN, UT, VA, VT, WA, WI, WV, and WY. These programs may also be eligible for Canadian CPD credit in British Columbia, Ontario, and Quebec.
We do not determine individual eligibility. Please check your state bar for specific compliance rules.
