Law firm management professionals spend the bulk of their day communicating with partners, employees and business partners. Although it is sometimes hidden in the conversations, much of the dialogue revolves around negotiation and/or obtaining buy in. Time is spent listening to sales pitches from business partners, then pitching ideas to law firm partners, and then, finally, convincing employees that the new idea is the best thing that has happened in the history of the firm! Negotiating with business partners makes many people uncomfortable. Even if they are comfortable with the negotiation aspect, they sometimes don't know how to communicate the information to their partners in a way that makes them want to change what they have been doing since the existence of the firm. This session will give attendees several tips to become more comfortable with the negotiating process and view it as an opportunity.


  • Develop your negotiating strengths.
  • Dramatize and role play scenarios where you are speaking with business partners, law firm partners and employees.
  • Outline how to prepare for all conversations by doing homework.
  • Develop better listening skills.
  • Examine how to build trusting relationships and, most importantly, how to enjoy the process.

Audience Statement: This session assumes that participants have a working knowledge of communication styles and organizational development in a legal setting. No advance preparation is required.

Speaker Information:

Lisa Waligorski, CLM, is the Executive Director at Newmeyer & Dillion, LLP. She started her career in a legal assistant/paralegal role, and the past 20 years have been spent as either an Executive Director or Director of Finance/Controller. Waligorski has been a speaker on both law firm accounting and human resources topics. She has also been an ALA e-learning Law Firm Accounting and Financial Information and Analysis instructor for the past three years. Most recently, she was the Finance Instructor at the Law Firm Management Essentials Conference and presented "It's No Fun if you Can't Negotiate" at the HR Conference.

Other Info:

  • 60 Minutes
  • Audience: Intermediate
  • CLM App Management Category: Communication Skills
  • CLE: Law Practice Management
  • HRCI: General Credit
Seminar Information
Date Presented:
August 14, 2018 3:00 PM Eastern
1 hour
Registration Fee:
It's No Fun If You Can't Negotiate
Individual topic purchase: Selected
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ALA Member Price:$109.00
Non-Member Price:$109.00