Maxwell En-Route: Dr Claudia Winkler, The Negotiation Academy LLC

Maxwell En-Route is live once again with another series, “The Art of Negotiation”. Join us as we embark on a journey through the landscape of negotiation.

In the first episode of our second season, we welcome Dr Claudia Winkler, founder and CEO of The Negotiation Academy LLC. Together with our host, Jiun Ean Ban from Maxwell Chambers, they shed light on the importance of a good negotiator, both from a business and a legal perspective.

Timestamps:

0:00 Introduction

1:48 Are lawyers good at negotiation?

3:31 "Clients have problem problems."

5:00 Rights-based competitive system vs. Results-based collaborative system

5:58 Why is persuading a different skill from advocating?

7:52 The Harvard Negotiation Project and interest-based negotiation

11:19 BATNA Analysis as a tool 13:25 What led Claudia to set-up The Negotiation Academy LLC?

18:16 Teaching negotiation skills to lawyers

20:31 Building your brand as a law firm

26:45 Claudia shares a negotiation case example

34:57 Do you find it hard to take your own advice when it comes to negotiation on personal problems?

 

Watch/ listen on other platforms:

Spotify: https://open.spotify.com/episode/5kdORxUVORmColvqAxzpUf?si=RrJH0_SxQP-wHSPIGgi7qw

Youtube: https://youtu.be/V_0az7MrwLk

For more episodes, visit our website https://www.maxwellchambers.com/podcast-maxwell/