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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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