Tag Archive | "CME"

Gain the Edge! Negotiating to Get What you Want featuring Marty Latz – Dec 1

In fact, your ability to effectively negotiate may be the most critical skill you possess. Yet most 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 that one 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, Marty will help make YOU a more effective lawyer.

15 Skills You’ll Learn
• Latz’s 5 Golden Rules of Negotiation
• Strategies to get past “No” – if all appears lost
• 1st offer dynamics – when to make it and when to wait
• Ways to gain leverage when seemingly powerless
• Secrets to success in emotionally charged negotiations
• Powerful agenda control techniques
• Deadline and timing tips
• Competitive techniques vs. problem solving strategies
• Tactics to generate creative solutions
• Powerful information gathering methods
• 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
• The difference between “puffery” & unacceptable lying

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

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?

Discuss Negotiation Strategies, including:
• Using objective criteria with “tough negotiators”
• Using timing to your advantage
• Designing offer-concession strategies
• Controlling the agenda

Prepare to Negotiate Simulation, including:
• Learning information-gathering techniques
• Analyzing interests vs. positions
• Creatively generating options

Negotiation Simulation

Analyze Negotiation Simulation, including:
• Evaluating Lessons Learned – what worked & what didn’t

Discuss Negotiation Strategies, including:
• Problem-Solving vs Competitive Strategies
• Impasse-Breaking Strategies
• Countering “Negotiation Games”

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?

What People Are Saying:
“Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson.”
– Michael H. Ginsberg, Firm Training Partner, Jones Day

“Whether you are a confident negotiator, or one who is apprehensive of the process you will learn from Gain the Edge! Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results when you next negotiate.”
– Frank Sander, Bussey Professor of Law, Harvard Law School

“Latz takes what some consider to be the province of intuition and distills the universal truths that run beneath the negotiation process. This is a page-turning, practical book sprinkled with down-to-earth anecdotes and no-nonsense advice.”
– Corey Watson, Partner, Kirkland & Ellis, Los Angeles

National Speaker:
Martin E. Latz, Esq.
Adjunct Professor – Negotiation, Arizona State University Law
& Latz Negotiation Institute, Scottsdale, AZ


A National Speaker Seminar
6 CLE / 6 CME / 1 E – Friday, December 1
9:00 A.M. – 4:30 P.M.

– ICLEF Conference Facility, Indianapolis

ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN

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Advanced Interdisciplinary Collaborative Practice Workshop – Nov. 9-10

Collaborative Practice specialist Victoria Smith leads a two-day workshop to further engage those trained in collaborative practice.

Agenda Day 1:
• Introductions/Goals/Learning Objectives
Overview of Collaborative Process & Professionals

• Advocacy in a Settlement Context – Role play
Redefining the Role of the Advocate
What we keep from traditional advocacy and what’s new
The Spectrum of Advocacy within Collaborative Practice
Understanding Conflict – Role play

• Overview of Interest-based Negotiation
Spectrum of Interests/Core Concerns
The Neuroscience of Interest-based Negotiation – Role play

• The Synergy of Neutrals and Advocates

• Key Communication Skills
Active Listening
Non-defensive Questioning
“I” Statements

• Understanding Fairness
Question & Answer

Agenda Day 2:
• Roadmap of the Team Case
Comprehensive Team Protocols

• Initial Client Meeting – Role play

• The Role of the Law in an Interest
Based Process Understanding Power

• The Interplay between Fairness, the Law & Interests

• Option Generation

• Questions & Answers
Wrap-up & Closing

National Speaker:
Victoria Smith, Victoria Smith Collaborative PC
A Toronto family lawyer with over 30 years of experience. Her passion and life work is to help clients to resolve their separation and divorce wisely and with dignity, and to support an evolution in the legal profession from adversarial advocacy to conflict resolution advocacy. Over 15 years ago, she confined my practice to out-of-court settlement work using Collaborative Law/Collaborative Practice and mediation. She has successfully resolved hundreds of mediations and collaborative cases. She provides workshops to collaborative professionals across North America and internationally to critical acclaim.

She is an empathic and solution-oriented lawyer and mediator, with a recognized capacity to negotiate creative settlements that meet her client’s needs and goals. She believes in educating, coaching and empowering her clients through a separation process that successfully prepares them for the future. Her goal is to help her clients receive their best possible outcome with the least possible emotional and financial turmoil.

Bring a mental health or financial professional & save….
Receive 50% off tuition of second and third professional after first registrant pays full tuition.

To take advantage of this tremendous savings, simply use the following discount codes when prompted at “checkout” and the second and third registrant receive 50% off tuition after the first registrant pays full tuition:
Discount Code for One Colleague = 1colleague
Discount Code for Two Colleagues = 2colleagues

12 CLE / 12 CME – Thursday & Friday, November 9-10

– ICLEF Conference Facility, Indianapolis

ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN

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Advanced Civil Mediation Roundtable, November 9 & 10 – French Lick

Michael P. Bishop of Cohen Garelick & Glazier leads our esteemed faculty of experienced mediators exploring issues within the civil mediation process.

Thursday, November 9
2:00 P.M. – 5:15 P.M.
Roundtable discussion of mediation issues

5:30 P.M. -7:00 P.M.
Hosted reception for attendees and guests

Friday, November 10
9:00 A.M. – 12:00 P.M.
Roundtable discussion of mediation issues

• Ethical Issues:  Mediation with pro se claimants; avoiding the appearance of impropriety; coercion by mediators; withdrawing from or refusing mediation. Non-neutrality and providing legal advice.

• Joint Sessions- Yes or No? When?

• Impasse: common reasons; ways of dealing with it; the mediators proposal; adjourning the mediation; bracket negotiations.

• Documenting the settlement agreement:  who prepares the agreement; parties proposed agreements; who signs and when; level of detail; Indiana case review.


Michael P. Bishop – Chair
Cohen Garelick & Glazier, Indianapolis

Barry Bitzegaio
Law Offices of Barry N. Bitzegaio, New Albany

Erik Chickedantz
Burt Blee Dixon Sutton & Bloom LLP, Fort Wayne

Thomas C. Hays
Lewis Wagner LLP, Indianapolis

Richard C Kraege
The Mediation Group, Indianapolis

6 CLE / 6 CME / 1 E – Thursday & Friday, November 9-10

– French Lick Springs Resort & Casino, French Lick, IN

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The Essentials of Family Law – Aug. 31

The Essentials of Family Law – Aug. 31

• Best practices for an initial consultation with a client

• Best practices on how to counsel your client in preparation for a provisional hearing & topics to address during the provisional hearing

• Addressing ethical questions related to conflicts & best practices to avoid them

• Best practices & words of wisdom from the bench

• Legislative & Case Law Update

• Best practices for how to counsel your client in preparation for & during mediation

Teresa A. Griffin, Chair
Faegre Baker Daniels, Indianapolis

Hon. Marie L. Kern
Marion County Chief Magistrate, Indianapolis

Hon. David K. Najjar
Hamilton County Magistrate, Noblesville

Michael P. Commons
Indiana Office of Court Services, Indianapolis

Jonathan R. Deenik
Deenik Law LLC, Greenwood

Darryn L. Duchon
Attorney at Law, Indianapolis

Erin M. Durnell
Broyles Kight & Ricafort PC, Indianapolis

Jesse G. Pace
Broyles Kight & Ricafort PC, Indianapolis

Dustin L. Plummer
Mallor Grodner LLP, Bloomington

Stacy L. Prall
Faegre Baker Daniels, Indianapolis

6 CLE / 1 E / 1 CME – Thursday, August 31; 9:00 A.M. – 4:30 P.M.

– ICLEF Conference Facility, Indianapolis

– May Oberfell Lorber, Mishawaka

– From your home or office computer

– Available after Live Seminar date

ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN

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