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Learn How to Negotiate Over Email Effectively

By Tracy Schorn

July 10, 2017

Alissa Stern, Negotiation Consultant

Email has been in the workplace for at least 20 years, but it’s still suspect in some legal quarters as an appropriate tool for negotiation. But learning how to bargain effectively by email can be a real advantage.

“It’s an art form,” says negotiation consultant Alissa Stern, who will be conducting the CLE course “Email Negotiations for Lawyers” on Tuesday, July 18.

“Just as with the rest of negotiation, with email negotiation there isn't a prescribed list of do's and don'ts that can be pulled out for every situation. We focus on improving how we navigate rough email waters, and how to reduce the likelihood of emotional currents in the first place,” says Stern.

When talking on the phone, or face to face, a lawyer can adjust his or her tone if the situation gets heated. Reading tone is harder online, but the emotional distance of online communication also can be advantageous with the right skill set.

The workshop will feature role-playing of common email scenarios so participants can practice their negotiation skills and receive feedback.

The course will cover:

  • What to do if opposing counsel's email to her client accidentally ends up in your inbox;

  • How to recover if someone misunderstands your email;

  • What to do if someone purposely misunderstands your email; and

  • How to use email to your advantage with the strategic use of graphics, time, and subject line.

Registrants must have taken the course “Basic Negotiations Workshop” or the equivalent. Laptops or mobile device required for an in-class email simulation.

The course takes place from 9 a.m. to 4:15 p.m. at the D.C. Bar Conference Center, 1101 K Street NW, first floor.

Register today!