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Gain the Edge! Negotiation Strategies for Lawyers
Original Program Date :
- Speakers, session times and credit hours are subject to change.
Ethics | 
Professionalism | 
Trial Practice
- Presiding:
- Marty Latz, Program Chair; Founder & CEO, Latz Negotiation, Scottsdale, AZ
- 8:30
- Introduction
- Julia D. Neighbors, ICLE Director, State Bar of Georgia, Atlanta, GA
- 8:35
- INTRODUCTION – THE “CAR NEGOTIATION STORY”
- Marty Latz
- 8:55
- DISCUSS LATZ’S GOLDEN RULES OF NEGOTIATION
- Marty Latz
- SETTING AGGRESSIVE YET REALISTIC GOALS
- INFORMATION IS POWER – SO GET IT!
- INCREASING LEVERAGE BY STRENGTHENING YOUR ALTERNATIVES
- 10:45
- Break
- 10:50
- NEGOTIATION ETHICS – PART 1: STALKING HORSE SCENARIO
- Marty Latz
- MORALITY – IS IT RIGHT OR WRONG?
- ETHICS OR LEGALITY – DOES IT CROSS THE LEGAL OR ETHICAL LINE?
- EFFECTIVENESS – DOES IT WORK?
- 11:30
DISCUSS NEGOTIATION STRATEGIES
Marty Latz - USING OBJECTIVE CRITERIA WITH “TOUGH NEGOTIATORS”
- USING TIMING TO YOUR ADVANTAGE
- DESIGNING OFFER-CONCESSION STRATEGIES
- CONTROLLING THE AGENDA
- 12:35
- Lunch
- 1:00
- PREPARE TO NEGOTIATE SIMULATION
- Marty Latz
- LEARNING INFORMATION-GATHERING TECHNIQUES
- ANALYZING INTERESTS VS. POSITIONS
- CREATIVELY GENERATING OPTIONS
- 1:30
- NEGOTIATION SIMULATION
- Marty Latz
- ANALYZE NEGOTIATION SIMULATION
- Marty Latz
- EVALUATING LESSONS LEARNED – WHAT WORKED AND WHAT DIDN’T
- DISCUSS NEGOTIATION STRATEGIES
- Marty Latz
- PROBLEM-SOLVING VS COMPETITIVE STRATEGIES
- IMPASSE-BREAKING STRATEGIES
- COUNTERING “NEGOTIATION GAMES”
- NEGOTIATION ETHICS – PART II: THE “FALSE PROMISE” SCENARIO
- Marty Latz
- MORALITY – IS IT RIGHT OR WRONG?
- ETHICS OR LEGALITY – DOES IT CROSS THE LEGAL OR ETHICAL LINE?
- EFFECTIVENESS – DOES IT WORK?
- 2:35
- Adjourn
Description vOD2, Brochure v1
Marty Latz, Founder & CEO, Latz Negotiation
MEET MARTY LATZ
Developer of the Gain The Edge!© System
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation, has trained over 150,000 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 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 USA Today, Politico, US News & World Report, The Christian Science Monitor, The Economist, South China Morning Post, and many more. He writes a weekly negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to almost 40,000 readers per month.
For more on Latz, visit www.LATZNegotiation.com.
TESTIMONIALS
“Marty Latz is one of the most accomplished and persuasive negotiators I know.”
George Stephanopoulos, Anchor, ABC News Good Morning
“Easily the best CLE presentation I have attended in 39 years as an attorney. The content, presentation and passion were superb.”
Steve C. Johns, Heartland Business Exchange, KS
“In my 25 years practicing law, I estimate I have been to over 300 hours of seminars. I have also been honored to speak at seminars. The negotiation seminar you led was really the best seminar I have been to.”
Ward Bradley, Moore Taylor, West Columbia, SC
“This is the most entertaining, informative seminar I have ever attended. Thanks!”
Jennifer Tourial, Holland & Knight, LLP, Atlanta, GA
