At the beginning of this course, we asked you to think about what you believe a lawyer should be doing when negotiating on behalf of a client. As we said, it’s an important consideration. Early in their careers, many lawyers fall into the trap of treating all “opposing” parties, whether disputants or businesses exploring relationships, as adversaries.

This kind of thinking leads many lawyers to adopt a competitive, winner-take-all approach to all negotiations. It’s a mindset that, while...