Justia Connect Webinars High-Level Negotiations: When Losing Is Not An Option (Part 2)

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Overview AI Webinar Summary

High-Level Negotiations: When Losing Is Not An Option (Part 2)

In order to prevail in a negotiation you need to understand the many layers of what you will be facing in the discussion. How you present it is critical (a bad meal, served well, can be palatable); or “a great negotiator can tell you to go to hell in ’such a way’ that you look forward to the trip. You have to understand what a poker player does; the person ’tells’, so you know when you are close to crossing the line. Regrettably, a human can be very deceptive and you need to both recognize the cues to this and how to dance around them without making the person lose face. There are two major groups of people and you cannot negotiate with both types in the same way. We will help you recognize the type and what to do when you face them. You need to know the river that runs through this negotiation; what are the underlying items (ie what is ‘really’ at stake) that dictate what is possible and what is not; without this data you are at a great loss. This program will help you understand the various aspects of negotiations that you cannot be ignorant of, let the opposing side err!

Duration of this webinar: 60 minutes

Originally broadcast: February 13, 2026 11:00 AM PT

Webinar Highlights

This webinar is divided into section summaries, which you can scan for key points and then dive into the sections that interest you the most.

00:00 Introduction

Stefano Riznyk, the speaker, is introduced as a practical businessman and trial lawyer with expertise in high-level negotiation. Stefano begins by reflecting on the previous session, emphasizing the importance of real-life stories in understanding negotiation concepts. He stresses the significance of considering multiple factors in negotiations, since they are a constant part of human interactions.

05:30 Principles of Negotiation

Stefano discusses the importance of treating each individual as unique in negotiations. He explains the complexity of negotiations, comparing them to an Excel sheet with multiple factors occurring simultaneously. He advises negotiators to be aware of biases and to dress appropriately to manage perceptions. Stefano emphasizes the need to understand the audience and adapt one's approach accordingly.

11:27 Negotiation Tactics and Strategies

Stefano shares insights on negotiation tactics, emphasizing the need to understand the rival's perspective. He advises being cautious of manipulation and the importance of maintaining respect in negotiations. Stefano discusses the significance of questions and controlling the narrative during negotiations. He highlights the need to stay composed and avoid falling into traps set by the opposing side. Stefano warns against the challenges of dealing with non-accountable individuals in negotiations.

26:06 Understanding Human Behavior in Negotiations

Stefano emphasizes the importance of understanding human behavior under stress in negotiations. He discusses the challenges of dealing with liars and the need to build trust with them. Stefano advises thorough preparation for high-stakes negotiations, likening it to trial preparation. He highlights the role of the mind in creating a construct of the other party to facilitate effective negotiation. Stefano stresses the importance of objective listening and understanding the rival's perspective.

36:34 Advanced Negotiation Techniques

Stefano discusses the importance of cultural understanding in negotiations. He advises breaking down complex negotiations into manageable parts to avoid feeling overwhelmed. Stefano highlights the importance of being adaptable and fluid in negotiations. He highlights the importance of creativity in finding solutions during negotiations. Stefano compares negotiations to a craps game, emphasizing the need to seize opportunities when they arise. He advises using silence and whispering as powerful tools in conveying serious messages.

Please note this AI-generated summary provides a general overview of the webinar but may not capture all details, nuances, or the exact words of the speaker. For complete accuracy, please refer to the original webinar recording.

Speaker

Stefano Riznyk CEO
San Diego Biz Law APC

Stefano Riznyk is a businessman with a law degree, and as a result very practical. He thinks like a businessman and knows that people want to resolve their problems with as little cost as possible. While he is a trial lawyer, his skills as a high-level negotiator have saved his clients millions of dollars in what would have been wasted dollars spent in litigation. Read More ›

Continuing Legal Education (CLE) Credits

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Alaska CLE

Status: Approved

Credits: 1.00 General

Earn Credit Until: February 12, 2031

California CLE

Status: Approved

Credits: 1.00 General

Earn Credit Until: June 30, 2026

Hawaii CLE

Status: Approved

Credits: 1.00 General

Earn Credit Until: February 12, 2028

Illinois CLE

Status: Approved

Credits: 1.00 General

Earn Credit Until: February 12, 2028

New Jersey CLE

Status: Approved

Credits: 1.20 General

Earn Credit Until: February 12, 2027

Ohio CLE

Status: Approved

Credits: 1.00 General

Earn Credit Until: December 31, 2026

Pennsylvania CLE

Status: Approved

Credits: 1.00 Substantive Law, Practice, and Procedure

Earn Credit Until: February 12, 2028

Texas CLE

Status: Approved

Credits: 1.00 General

Earn Credit Until: January 31, 2027

This presentation is approved for one hour of General CLE credit in Alaska, one hour of General CLE credit in California, one hour of General CLE credit in Hawaii, one hour of General CLE credit in Illinois, one hour of General CLE credit in Ohio, and one hour of Substantive Law, Practice, and Procedure CLE credit in Pennsylvania. This program has been approved by the Board on Continuing Legal Education of the Supreme Court of New Jersey for 1.20 hours of total CLE credit. This course has been approved for Minimum Continuing Legal Education credit by the State Bar of Texas Committee on MCLE in the amount of 1.00 credit hours.

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