Gain the Edge!® Negotiation Strategies for Lawyers Out of Stock
OnDemand
Ratings |
|
Standard Price | |
Member Price | |
Size | |
Color | |
Qty |
Product Details
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
Seminar Agenda
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
- Discuss Negotiation Strategies, including:
- 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?
This seminar qualifies for 5.76 MCLE credit hours, including up to 1.0 LEPR credit hours.
This is an Intermediate Level Program.
Note: When submitting your compliance reports to the SC Commission on CLE and Specialization, if you completed this in 2021, please use this course code: 214297ADO.
Note: When submitting your compliance reports to the SC
Commission on CLE and Specialization, if you completed this in 2022, please use this course code: 223382ADO.