Gain the Edge!® Negotiation Strategies for Lawyers Out of Stock
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About the Seminar : This program is not included in the CLE Big Ticket
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
About Marty Latz
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation, has trained over 100,000 lawyers and business professionals around the world to more effectively negotiate, including in Bangkok, Beijing, Brussels, Hong Kong, London, Prague, Seoul, Shanghai, and Singapore.
An Adjunct Professor - Negotiation at Arizona State University College of Law from 1995 to 2005, 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 his new bestseller The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates. He has also appeared as a negotiation expert on CBS, CNN, MSNBC and FOX and in many national publications, including Politico, CNN.com, The Economist, South China Morning Post, and many more. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to almost 40,000 readers per month.
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 5.95 MCLE credit hours, including up to 1.0 LEPR credit hour. Also qualifies for 5.95 Civ./Crim. credit hours for Magistrates and Municipal Judges.
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: 210801ADO.
Note: When submitting your compliance reports to the SC Commission on CLE and Specialization, if you completed this in 2023, please use this course code: 231317ADO.