Negotiating – Beyond Haggling


Negotiating – Beyond Haggling

Many negotiators confuse negotiation with a process of haggling and bargaining. Although haggling and bargaining may be a legitimate process under particular circumstances, it can however be insufficient when both an optimal substantive outcome and a strong working relationship are important. As business leaders, understanding and mastering a sophisticated and authentic negotiation process will allow them to achieve their substantive objectives and to build strong and trusting relationships with those with whom they negotiate. This session will be skill-based as opposed to information-based, and will include role play simulations to demonstrate technique.


Learning Objectives:

  • Negotiation – a process framework
  • An advanced communication skill for negotiators
  • Building trust
  • Conducting information development phase probing and questioning skills
  • How to frame the negotiation problem to be solved constructively
  • Using creativity in negotiations


About the Presenter:

Learn from industry expert Raphael E. Lapin, Lapin Negotiation Services, about understanding and mastering a sophisticated and authentic negotiation process that will allow participants to achieve their substantive objectives and to build strong and trusting relationships with those with whom they negotiate


Meet the Presenter



This meeting will be held at the McCarter & English Worldwide Plaza.

Address: 825 Eighth Ave. New York, NY 10019



The EPI Local Chapter is different than other groups because it brings together a diverse group of professionals from a wide range of specialties that can naturally work collaboratively on exit planning, succession planning, value growth, transaction or any engagement from both sides of the equation. The chapter meets regularly to network, reconnect, grow knowledge, and sharpen their skills with a common goal: Change the outcome for transitioning business owners. Make plans to join us for future events and connect with the local leadership by visiting

About the Presenter

Raphael E. Lapin

Raphael E. Lapin

Principal & Founder of Lapin Negotiation Services

Meet Raphael E. Lapin

Raphael E. Lapin is a Harvard-trained negotiation, mediation and communication specialist who serves as negotiation consultant to Fortune 500 corporations and governments globally. He has demonstrably helped clients increase revenue and growth opportunity through optimized negotiation strategy. With his advanced and experienced dispute resolution skills, he has also saved both corporate clients and individuals the enormous costs of conflict and litigation.

He is principal of Lapin Negotiation Services ( and Adjunct Professor of Law at Whittier School of Law where he is responsible for the negotiation and mediation programs.

Raphael received his training at Harvard Law School and was accepted as one of only 24 candidates nationally to attend Harvard Law School’s Advanced Negotiation Program, which he completed in 1996.

Born and raised in South Africa, educated in the United Kingdom and having consulted extensively in the UK, Europe, Asia and the Middle East, Raphael brings an international richness and cultural understanding to his work, an asset in today’s world of globalization.

Negotiation Experience

Raphael started his company 1996. He has since negotiated a broad range of transactions and mediated disputes encompassing the areas of intellectual property, construction, defense, business, employment, medical malpractice, labor union issues, elder and family law and conflicts involving multinational components where cultural differences often play a key role. His driving philosophy is to help parties search for creative and innovative solutions that resolve the differing needs to their satisfaction while strengthening the ongoing business relationship to the extent possible.


Continuing Education

This meeting qualifies for the following continuing education credits:

One (1) CPE hour


NOTE: Proper documentation must be collected and submitted to qualify for continuing education. For questions regarding awarded continuing education credits, please contact Josh Koza at