At Practice 360°, Solo & 小律所澳博app探索新的交易工具和策略
October 10, 2023
谈到谈判，大多数人想到的是妥协. 但谈判是一个更为复杂和复杂的过程, 尤其是在从事法律工作的背景下.
“一切都以兴趣为中心,” said Max Bevilacqua, founder and chief negotiating officer of the advisory firm Mindful Negotiating in Boston. “我们使用的比喻是冰山. 职位是可见的——他们会要求的东西. 兴趣更重要, 一大堆东西:我们的恐惧, values, motivations, drivers, needs, and concerns.”
“Instead of focusing on what people ask for, you want to understand their motivations. [You] want to get that understanding,” added Bevilacqua, one of the featured speakers at the D.C. Bar 执业管理谘询服务’s ninth annual Practice 360°: A Day for Lawyers and Law Firms on October 4. The event, 有130多人参加, explored topics ranging from negotiation strategies to marketing to using artificial intelligence responsibly.
Bevilacqua’s negotiation model is based on the 1981 classic book by Harvard Law professor Roger Fisher and mediation expert William Ury, 说“是”:不妥协地协商协议. 诞生于哈佛谈判项目, the book pioneered methods of principled negotiation by separating people from the problem; focusing on interests, not positions; inventing options for mutual gain; and using objective criteria.
澳博app可以评估自己的谈判风格, whether it’s too competitive, controlling, or accommodating, 并重新学习新的方法来创造理想的谈判动力, Bevilacqua said. It requires self-reflection, or individual coaching, 有时可能意味着派其他人去谈判.
“The idea is that the things that make lawyers strong in front of judges, or the critical mindset, sometimes come at the expense of doing other things — switching modes, 摆脱竞争模式, 也许会转到合作模式,” said Bevilacqua, a former instructor with Harvard’s Program on Negotiation who now lectures at the Fletcher School of Law and Diplomacy at Tufts University.
Strategic Vision & Marketing
除了关于磨练他们谈判技巧的建议, Practice 360° attendees also received advice from experts on media strategies for getting their name, and that of their firm, out there.
“澳博app很擅长产生创意, 但是缺少了一些主题知识,” said Carlos Lastra, a partner at Cipriani & Werner, P.C. “We’re not marketers. 法学院没教我们做营销人员.”
拉斯特拉和他的合伙人特雷西·科茨, 他们公司家庭法律业务的联席主席, said they leveraged their knowledge of domestic relations matters to gain media and television interviews. Their firm also brought in Eleanor Kerlow of Eleanor Kerlow PR as an outside public relations consultant to help them develop media pitches that led to television appearances, 提升他们的执业水平，建立他们的个人品牌.
Working with news outlets matters in today’s digital media ecosystem, Kerlow said, 因为广告位置会产生内容和分享. 关键是要有知识, prepared, 当媒体需要帮助时，也可以找到, she told attendees.
市场营销对奇普里亚尼来说很重要 & Werner, a general services firm that had been based primarily in Pennsylvania but opened an office in Washington, D.C.2014年，该公司将业务扩展到了马里兰州和弗吉尼亚州. 该公司目前在10个州和华盛顿特区设有20个办事处.
“You have to do a good job, but once you do a good job, they trust you. They like you. 他们知道你知道你在说什么. Eventually you get invitations back because they know that you'll deliver every time,拉斯特拉谈到他的媒体活动时说.
科茨创建了自己的播客, The Tracey Coates Show, which gave her a platform to reach people directly and build her own audience by tackling relationship, marriage, and divorce issues. She discovered that the podcast was a relatively low-cost way to establish her brand and build credibility both with media and potential clients.
Of course, 技巧和战术都需要战略, and David Skinner of Gimbal offered attendees a workshop in developing a purpose-driven strategic vision for their law firms.
“为你想要实现的目标建立一个愿景, even in the shorter term, will help set the foundation that creates alignment and unifies your team around a common sense of purpose,” Skinner said. “That common sense of purpose is going to improve focus and productivity, and that is what's going to help you deliver better services to your clients while also improving your bottom line.”
Setting a vision for your firm’s strategy requires being clear about who you serve, how you serve them, 为什么这对他们和你都很重要, Skinner said. The key is to create a statement of what you want your firm to achieve and look like in three to five years’ time, he added.
Keeping Up With AI
The legal world has been abuzz with both excitement and concern about how artificial intelligence will impact the practice of law, and Practice 360° covered some of the issues around AI technology such as ChatGPT.
法律界的主要问题是, 澳博app是否会使用人工智能工具, “我们怎样才能不落入道德陷阱?” asked Ed Walters, CEO and founder of Fastcase, an online legal research service. Fastcase, a D.C. Bar member benefit, recently merged with vLex, a global legal intelligence platform that uses AI.
The D.C. Rules of Professional Conduct require lawyers to be technologically competent, so when it comes to AI, “你必须精通这些工具,” Walters said, but at the same time, 从业人员必须履行保密义务.
“Competence requires that we analyze these tools to see if we can use them to serve our clients safely, confidentially,” Walters said. 道德规范要求澳博app避免使用“鲁莽的技术”,” but they also “require us to stay abreast of the new technologies and understand what's out there,” he added.
沃尔特斯建议谨慎使用人工智能. “We are sort of being led to believe that AI is this magical robot lawyer — and maybe one day it will be — but as of right now it’s just not, 尽管它是假装的. 人工智能存在无数问题，”沃尔特斯说.
