Gain the Edge! Negotiating to Get What You Want
Date: Dec 21, 2023 9:00 a.m. – 4:00 p.m.
Location: Online
Member Price: $199
Non-Member Price: $235
Areas of Law: Ethics, For All Attorneys
Earn up to 6.7 credits, including 1.2 in Ethics! (More Information)
Keynote
Moderator
Presenters
- Martin E. Latz
- Latz Negotiations, Scottsdaleis 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. Yet most attorneys negotiate instinctively or intuitively. This seminar will help you approach negotiations with a strategic mindset.
And 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 honors graduate, he will help make you a more effective lawyer.
15 Skills You’ll Learn
- Latz’s 5 Golden Rules of Negotiation;
- Ways to gain leverage when seemingly powerless;
- Strategies to get past “no” – if all appears lost;
- First-offer dynamics – when to make it and when to wait;
- Secrets to success in emotionally charged negotiations;
- Powerful agenda control techniques;
- Deadline and timing tips;
- Where to use competitive techniques vs. problem solving strategies;
- Tactics to generate creative solutions;
- How to get power with effective information gathering;
- When to share information – and when to keep it;
- When to hold and when to fold;
- Ways to deal with untrustworthy adversaries;
- How to keep options open while building future relationships; and
- 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.
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 – 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 Harvard Law cum laude graduate – 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, US 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 that now is e-mailed to almost 40,000 readers per month.
Learn more about LATZNegotiation.com.
- 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
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