Why Negotiations Fail – Lessons from the Trenches: Advanced Corporate Negotiation Seminar

Are you making common negotiation mistakes?

Negotiation is the dominant process for finalising contracts, reaching agreement on commercial terms and for resolving disputes. However, despite its dominance as the preferred resolution mechanism, the competency level of practitioners varies widely.

Drawing on 30+ years of practice across diverse jurisdictions and subject areas, including corporate restructuring, banking and insurance, this presentation will identify common negotiation mistakes.

Benefits of attending:

• Analyse your negotiation style and develop key areas of competency

• Learn strategies to enhance your negotiation practice

• Improve your capability to achieve superior outcomes.

The flyer of the event can be accessed, here.


Ms Judy Gutman, Senior Lecturer, La Trobe Law School

Ms Judy Gutman is a legal practitioner and nationally accredited mediator whose experience serving on a range of panels, boards and committees adds to her professional skills as a mediator and negotiator in matters across both the public and private sector.

Since 1998, Judy has worked at La Trobe University School of Law. Judy’s teaching and research has focused on alternative dispute resolution, legal ethics and professional responsibility, regulation and legal education. Judy is published in Australian and international journals and has delivered conference papers in Australia and overseas. Judy was a member of the Optometrists Registration Board of Victoria from 2008 to 2010.

Mr Patrick Cavanagh, Associate Professor of Law, UQ TC Beirne School of Law

Mr Patrick Cavanagh has extensive experience in the field of corporate negotiation and dispute resolution. A Barrister in the High Court of New Zealand, he has held a number of senior positions as a negotiator in Australia and overseas and has been involved with more than 500 mediations.

As Co-Director of Bond University’s Dispute Resolution Centre (1990-2013), Mr Cavanagh taught more than 350 programs on negotiation, mediation and arbitration skills in Australia, New Zealand, Canada, England, Hong Kong, Malaysia, Singapore, Indonesia and India. He has also taught Advanced Commercial Mediation and Negotiation, Torts, Business Law, Business Associations, Construction Law and Dispute Resolution.

From 2001-2003 he also served as a senior case manager/negotiator with the Jakarta Initiative Task Force (JITF) – Indonesia’s first commercial mediation organisation. This USAID/World Bank program mediated debt restructuring issues between domestic borrowers and syndicated foreign banking lenders. The program successfully mediated the resolution of US$21 billion of outstanding loans. In addition to acting as mediator, Mr Cavanagh’s responsibilities included training and certification of mediators, both internally and in the wider public/private corporate area. His work with JITF led to Mr Cavanagh being appointed as a specialist mediation advisor to the Government of Indonesia to assist in the resolution of a US$1.5 billion telecommunications dispute.

Mr Cavanagh has served on the Queensland Law Society’s Dispute Resolution Committee, and as Disputes Manager with the Bar Association of Queensland. Other notable positions include Executive Director of Queensland Settlement Week which promoted court-annexed mediation programs sponsored by public and private sectors; Mediator under the Retail Shop Leases Act (Qld); Accredited Mediator and specialist trainer for the National Electricity Code Administrator; and National Manager of the Australian Commercial Disputes Centre.


Date: Wednesday 9 December 2015

Time: 6.00pm to 8.30pm (Registration at 5.45pm). Drinks and canapés will be provided after the seminar.

Venue: La Trobe University City Campus, Level 20, 360 Collins Street, Melbourne

Register: Please register via Eventbrite before Friday 4 December 2015.

Further Information: Contact Judy Gutman via J.Gutman@latrobe.edu.au, or on (03) 9479 1563

La Trobe