A Law Degree Doesn't Make You A Great Negotiator—Or A Trusted Leader.

(And no—"Negotiation Or A Leadership Role" on your CV doesn't mean you are either, even if it's bolded.)😁

I was asked to be a judge at the University of Sydney Senior Negotiation Grand Final with Ann, Special Counsel from Corrs Chambers Westgarth. 

Here's what didn't work: 
– Relying on legal positions alone as if the other side might suddenly say, "Oh my goodness! Now I know your position - this has completely changed my mind!"
 – Using language you think others expect of you as a lawyer, even though it's not how you ordinarily speak/communicate.
 – Treat negotiation like an opportunity to hold your legal position and never concede, not viewing it as a difficult conversation.

Here's what impressed me with all of the finalists:
 ✅ Opening with curious questions that changed the entire conversation, not just waiting for their turn to speak while pretending to listen.
 ✅ Turning a roadblock into exploring options, without any poor manners.
 ✅ Building trust first, because it's no surprise—people prefer working with humans they trust and connect with, not walking legal bots.

And all the female finalists? 
They build trust before requesting anything.✅ 
They were impressive.

Novel ideas, I know. 😉

Negotiation skills are not just for the negotiation table. 

These communication skills are helpful for:
- Formal negotiations (both personal and professional)
- High-stakes meetings when you're disrespected, spoken over, or dismissed
- Difficult conversations with clients, colleagues, or opposing counsel
- Any situation where you need to influence others
 
Isn't it shocking that leadership influence skills matter as much as legal skills? 🤭

Still think your law degree or title automatically makes you a negotiation legend?

The hard truth is that trusted leadership (even in negotiation) occurs at the intersection of technical skill and human connection. 

Your legal skills without leadership skills in negotiation are like having the world's best GPS with no car—technically impressive, but not getting anyone anywhere.

Thanks to everyone for making it such an enjoyable evening! 🙏

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