Gain the Edge!® Negotiation Strategies for Lawyers
October 2015
Gain the Edge!® Negotiation Strategies for Lawyers
LIVE in Denver ONLY!!!
Featuring Marty Latz, national negotiation expert and author of Gain the Edge! Negotiating to Get What You Want
Program Description:
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
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. 1st 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
15. The difference between "puffery" and unacceptable lying
FREE Expert Negotiation advice after the seminar ends
You will receive as an attendee:
√ Latz's critically acclaimed book Gain the Edge! Negotiating to Get What You Want
√ An e-mail subscription to Latz's monthly negotiation column in The Arizona Republic - so you will never stop honing your skills.
Agenda:
8:30 a.m.
Registration
9:00 a.m.
Introduction – The "Car Negotiation Story"
9:10 a.m.
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 a.m.
Break
10:45 a.m.
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 a.m.
Discuss Negotiation Strategies, including:
- Using objective criteria with "tough negotiators"
- Using timing to your advantage
Noon
Lunch (on your own)
1:00 p.m.
Discuss Negotiation Strategies, including:
- Designing offer-concession strategies
- Controlling the agenda
1:30 p.m.
Prepare to Negotiate Simulation, including:
- Learning information-gathering techniques
- Analyzing interests vs. positions
- Creatively generating options
2:00 p.m.
Negotiation Simulation
2:30 p.m.
Analyze Negotiation Simulation, including
- Evaluating Lessons Learned – what worked and what didn't
2:45 p.m.
Break
3:00 p.m.
Discuss Negotiation Strategies, including:
- Problem-Solving vs. Competitive Strategies
- Impasse-Breaking Strategies
- Countering "Negotiation Games"
4:00 p.m.
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?
4:30 p.m.
Adjourn
© 2015 Latz Negotiation Institute. All Rights Reserved.
Location Information
CLECI Large Classroom
1900 Grant Street, Suite 300
Denver, CO 80203
Get directions
1900 Grant Street, Suite 300
Denver, CO 80203
Registration Fees
| Non Member | $349.00 |
| CBA Member | $299.00 |
| New Lawyer Edge Member | $149.50 |
| CLEACCESSPASS--CLE ELITE Pass Holder | $109.00 |
- General Credits: 7.00
- Ethics Credits: 1.20
- EDI Credits:
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