Gain the Edge! Negotiating to Get What You Want

Date: Dec 19, 2024 9:00 a.m. – 4:00 p.m.

Location: Online

Member Price: $199.00

Non-Member Price: $235.00

Section Price: $0.00

Event Code: I099624

Areas of Law: Dispute Resolution, Ethics

Earn up to 6.7 credits, including 1.2 in Ethics! (More Information)

Faculty

Keynote

Moderator

Presenters

Martin E. Latz
Latz Negotiations, Scottsdale
is the founder of Latz Negotiations in Scottsdale, Arizona. Mr. Latz is a nationally-acclaimed expert on negotiation strategy and tactics. He has presented his training program to more than 50,000 lawyers and business professionals.

A former Adjunct Professor of Law for Negotiation at Arizona State University College of Law, Mr. Latz is a negotiation consultant and trainer for major corporations and law firms throughout the country. From 1993 to 1995, he negotiated for the White House nationally and internationally on The White House Advance Teams. Mr. Latz is the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press, 2004) and has appeared as a negotiation expert on CBS, CNN, MSNBC and Fox and has been cited in USA Today, Politico, The Economist and other publications. He has written a monthly negotiation column for several newspapers since 1999.

Mr. Latz received his B.A., with honors, from the University of Wisconsin-Madison, where he was elected to Phi Beta Kappa, and his J.D., cum laude, from Harvard Law School. He studied under Robert Fisher, co-author of Getting to Yes: Negotiating Agreement Without Giving In.

You negotiate every day. In fact, your ability to effectively negotiate may be the most critical skill you possess. While most attorneys negotiate instinctively or intuitively, this seminar will help you approach negotiations with a strategic mindset. 

Make no mistake – no matter how much you’ve negotiated, you can still learn. Adding a new tactic may be the difference between winning and walking away empty-handed.

Martin Latz is one of the nation’s leading experts and instructors on negotiating techniques. A Harvard Law School honors graduate, he will help make you a more effective lawyer.

15 Skills You’ll Learn

  1. Latz’s 5 Golden Rules of Negotiation;
  2. Ways to gain leverage when seemingly powerless;
  3. Strategies to get past “no” – if all appears lost;
  4. First-offer dynamics – when to make it and when to wait;
  5. Secrets to success in emotionally charged negotiations;
  6. Powerful agenda control techniques;
  7. Deadline and timing tips;
  8. Where to use competitive techniques vs. problem solving strategies;
  9. Tactics to generate creative solutions;
  10. How to get power with effective information gathering;
  11. When to share information – and when to keep it;
  12. When to hold and when to fold;
  13. Ways to deal with untrustworthy adversaries;
  14. How to keep options open while building future relationships; and
  15. The difference between puffery and unacceptable lying.

FREE Expert Negotiation advice after the seminar ends

 All attendees also receive:

  • An email subscription to Latz’s monthly negotiation column – so you will never stop honing your skills.
  • A link to purchase Latz’s critically acclaimed book Gain the Edge! Negotiating to Get What You Want, at a discount.

Program Agenda:

  • 8:30 | Registration
  • 9:00 | Introduction – The “Car Negotiation Story”
  • 9:10 | Discuss Latz’s Golden Rules of Negotiation, including:
    • Setting aggressive – yet realistic – goals
    • Information is power – so get it!
    • Increasing leverage by strengthening your alternatives
  • 10:30 | Break
  • 10:45 | Negotiation Ethics – Part I, including discussion of Stalking Horse Scenario and its:
    • Morality – is it right or wrong?
    • Ethics or legality – does it cross the legal or ethical line?
    • Effectiveness – does it work?
  • 11:15 | Discuss Negotiation Strategies, including:
    • Using objective criteria with tough negotiators
    • Using timing to your advantage
  • 12:00 | Lunch
  • 12:30 | Discuss Negotiation Strategies, including:
    • Designing offer-concession strategies
    • Controlling the agenda
  • 1:00 | Prepare to Negotiate Simulation, including:
    • Learning information-gathering techniques
    • Analyzing interests vs. positions
    • Creatively generating options
  • 1:30 | Negotiation Simulation
  • 2:00 | Analyze Negotiation Simulation, including:
    • Evaluating Lessons Learned – what worked and what didn’t
  • 2:15 | Break
  • 2:30 | Discuss Negotiation Strategies, including:
    • Problem-Solving vs Competitive Strategies
    • Impasse-breaking strategies
    • Countering “negotiation games”
  • 3:30 | Negotiation Ethics – Part II, including discussion of the “False Promise” Scenario and its:
    • Morality – is it right or wrong?
    • Ethics or legality – does it cross the legal or ethical line?
    • Effectiveness – does it work?
  • 4:00 | Adjourn

About Marty Latz
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation, has trained over 150,000 lawyers and business professionals around the world to more effectively negotiate, including in Bangkok, Beijing, Brussels, Hong Kong, London, Prague, Seoul, Shanghai, and Singapore.

An adjunct professor of negotiation at Arizona State University College of Law from 1995 to 2005, Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams.

Latz - a cum laude graduate of Harvard Law School – is the author of Gain the Edge! Negotiating to Get What You Want and The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates. 

He has also appeared as a negotiation expert on CBS, CNN, MSNBC and FOX and in many national publications, including USA Today, Politico, U.S. News & World Report, The Christian Science Monitor, The Economist, South China Morning Post and many more. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and is now e-mailed to almost 40,000 readers per month. Learn more about LATZNegotiation.com

NOTE – This will be a pre-taped seminar with Marty logged in to answer questions in real time. This program qualifies for live credit under the New Jersey CLE regulations.

 

CLE Credits
NJ CLE:NJ CLE information: This program has been approved by the Board on Continuing Legal Education of the Supreme Court of New Jersey for 6.7 hours of total CLE credit, including 1.2 in Ethics (Full Credits Available: NJ Ethics: 1.2, NJ General: 5.5).
NY CLE (t&nt):NY Ethics Non-Transitional: 1.0, NY Professional Practice Non-Transitional: 5.5
PA CLE:PA Ethics Credit: 1.0, PA Substantive Credit: 4.5
New: No PACLE fee is required for this program. To earn PA CLE credits, a valid PA Bar ID number must be entered into the CLE form provided after attending the program.

Important Information About Our Events, Meetings, and More:
To secure your spot and receive important updates about our events, meetings, and other gatherings, such as schedule changes, remember to register in advance.

Cancellation and Refund Policy:
If you need to cancel your registration and are not transferring to another program or date, please submit a written request to us at least three business days before the event, meeting, or gathering. You will receive a refund minus a $20.00 cancellation fee. No refunds or registration changes will be issued within three business days of the event, meeting, or gathering.

Stay Informed:
Registered participants will be notified of any schedule changes. For updates regarding inclement weather, please check your email or visit NJSBA.com.

Media Consent:
By participating in our events, meetings, or other gatherings, you agree to be photographed and/or recorded. Additionally, all media content captured during these gatherings will become the property of NJSBA. This content, including your image and name, may be used in our future promotional materials without additional consent or compensation.

Scholarship & Financial Assistance Policy:
Read our Scholarship & Financial Assistance Policy and submit an Application here: https://njsba.com/njicle/cle-programs/scholarship/

 

About


Founded in 1899, the NJSBA is the largest organization of attorneys, judges and legal professionals in New Jersey. At the core of our mission is improving the lives of our members, advancing the rule of law and serving as the voice of the profession. With 85 sections and committees, the NJSBA allows attorneys to benefit from being part of the most wide-reaching legal association in the state, while still cultivating expertise and building networks within specialized practice areas.

MORE ABOUT NJSBA

Diversity


The New Jersey State Bar Association is committed to promoting and fostering a diverse and inclusive bar association. The Association recognizes that the broad concept of diversity includes race, ethnicity, gender, gender identity, sexual orientation, religion, age and disability. The NJSBA fosters and promotes an inclusive environment that gives value to the unique contributions of diverse individuals and organizations in all aspects of the Association.

Learn More

Advocacy


The NJSBA Legal and  Government Affairs Department serves as the liaison between NJSBA members and the state’s three branches of government.

News and Press Publications


Learn more about the accomplishments of the Association, its members and events from regular news updates, press releases, and our award-winning magazine.


 

Reports


Read the comments, reports, resolutions and Board of Trustee news from the state’s largest organization of lawyers, judges and legal professionals.


 

Statements and Positions


The NJSBA is the voice of the profession and takes public positions on a range of issues with the legal community and government officials. It also takes positions on legislation and files friend-of-the-court briefs on matters that impact the profession. 

Photo Galleries


Check out photos from recent NJSBA events.

View Photo Albums

Directions

The New Jersey Law Center is located at 1 Constitution Sq, New Brunswick, NJ, 08901. Need directions to the Law Center? Click on the button below to get started right away.

Contact NJSBA

NJSBA Contact Us Form
If you're looking for an attorney, click here for help.

If you cannot afford an attorney and have a civil matter, click here for Legal Services of New Jersey.

Looking for information about a specific lawyer? Contact the Lawyer’s Fund for Client Protection at 855-533-3863.

Have a complaint about a lawyer? Visit the Office of Attorney Ethics website. Select “Attorney Discipline” from the navigation bar for discipline of attorneys.

Contact Info

One Constitution Square
New Brunswick, NJ 08901

732-249-5000
9 a.m. to 5 p.m., Monday - Friday

Fax 732-249-2815

Email us

Book Store


Authoritative. Comprehensive. The Industry Standard.

NJICLE legal treatises and books are written for New Jersey attorneys, by New Jersey attorneys. Our comprehensive library of books and treatises form the State’s most inclusive series of regionally focused legal materials. With titles covering virtually every aspect of New Jersey legislation, NJICLE is proud to be the professional development resource for the legal community.

You do not have permission to view this form.