306381 Rhetoric, negotiating and reasoning techniques (lecture for lawyers, related professions and law students)

summer semester 2016 | Last update: 24.02.2016 Place course on memo list
Rhetoric, negotiating and reasoning techniques (lecture for lawyers, related professions and law students)
VU 2
each semester

The three main points in a speech; preparation, speaking naturally, how loud to speak; using short sentences; posture; where to put your hands; using gesticulation; how to make your presentation vivid; getting stuck – what to do if someone keeps interrupting you; how to sharpen your repartee; do you use power point or have you got something to say; how to use illustrations that will have a long term effect; how to back up your point with stories the listener will remember; the beginning and end of every speech; what to do with your script; how to involve your listeners; how to prepare for disturbances; how to keep learning

Dr. Ivo Greiter is a partner at the law firm Greiter Pegger Kofler and Partners in Innsbruck, Vice-president of the Austrian Lawyers’ Association and a Member of the Board of the Austrian Juristentag. For a number of years he has been writing and lecturing on legal topics as well as negotiation techniques and marketing for lawyers. This seminar takes a closer look at a lawyer’s everyday communication and rhetoric to increase confidence and routine and improve professional behavior in the following areas: speaking with clients; handling out-of-court settlements; negotiating settlements in court; questioning witnesses, questioning one’s own party; the final pleading in criminal proceedings; interventions in civil litigation; the lawyer as arbitrator; representing a client in arbitration and mediation proceedings; the lawyer as mediator, the lawyer as speaker at conferences and seminars; dealing with the media, the lawyer and advertising, marketing and public relations

1. Thursday, 17.03.2016, 14:00h

“The client has to be happy”

Speaking with a client, the importance of listening, fees, establishing a basis of trust in first meetings, gesticulation is as personal as your toothbrush; examples.

2. Thursday, 07.04.2016, 14:00h

“Those who argue often lose”

Arguing is necessary when a third party, for example a judge, is the decision maker. Trying to convince your conversation partner of your point of view by arguing often fails. Negotiating out of court, negotiating from the weaker position, seating; examples.

3. Thursday, 21.04.2016, 14:00h

“Speech is silver, silence is gold”

Steering a conversation, using pauses, settlement negotiations in court, repartee, questioning witnesses, questioning one’s own client; examples.

4. Thursday, 19.05.2016, 14:00h

“The clear approach works best”

Written pleadings, final pleadings in criminal proceedings; interventions in civil litigation; examples.

5. Thursday, 16.06.2016, 14:00h

”My lawyer is better than yours”

Marketing, advertising and public relations; rhetoric; communication; dealing with the media and lecturing; marketing for lawyers; examples.

Practical exercises; working towards a given outcome in a dialogue, implementing techniques learned by role-playing, occasional repetition to consolidate newly acquired knowledge

active participation; regular attendance

Registration is required! Attendance is mandatory. Limited number of participants (max 25 students)

Group 0
Date Time Location
Thu 2016-03-17
14.00 - 18.00 40901 SR 40901 SR Barrier-free Der Klient muss happy sein - The client has to be happy
Thu 2016-04-07
14.00 - 18.00 SR 3114 SR 3114 Barrier-free Wer argumentiert, verliert - Those who argue often lose
Thu 2016-04-21
14.00 - 18.00 40628 UR 40628 UR Barrier-free Reden ist Silber, Schweigen ist Gold! - Speech is silver, silence is gold
Thu 2016-05-19
14.00 - 18.00 40901 SR 40901 SR Barrier-free Sachlich wirkt am besten - The clear approach works best
Thu 2016-06-16
14.00 - 18.00 40901 SR 40901 SR Barrier-free Mein Anwalt ist besser als Dein Anwalt - My lawyer is better than yours