Gain the Edge! Negotiating to Get What You Want
A National Speaker Seminar Featuring Martin E. Latz
6 CME / 6 CLE / 1 E - On Demand Seminar
YOU NEGOTIATE EVERY DAY. 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
• Ways to gain leverage when seemingly powerless
• Strategies to get past “No” – if all appears lost
• 1st 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
• The difference between “puffery” and unacceptable lying
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TOPICS:
Introduction – The “Car Negotiation Story”
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 and 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?
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NATIONAL SPEAKER:
Martin E. Latz, Esq.
Adjunct Prof.—Negotiation, Arizona State Univ. Law & Latz Negotiation Institute, Scottsdale, AZ
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 100,000 lawyers & business professionals around the world to more effectively negotiate.
An Adjunct Professor – Negotiation at Arizona State University College of Law since 1995, 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 has appeared as a negotiation expert on CBS’ The Early Show and such national business shows as Your Money and Fox Business. He also writes a monthly negotiation column for The Arizona Republic.
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Gain the Edge! Negotiating to Get What You Want
A National Speaker Seminar Featuring Martin E. Latz
6 CME / 6 CLE / 1 E - On Demand Seminar
ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN • Premier Indiana CLE
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