Gain the Edge! Negotiating to Get What You Want - 6 CLE / 6 CME / 1 E - November 2

Gain the Edge! Negotiating to Get What You Want

6 CLE / 6 CME / 1 E - Monday, November 2

9:00 A.M. - 4:30 P.M.

Live Webcast

Please note: To provide a more engaging experience for you, we will be utilizing a previously recorded presentation of "Gain the Edge!" recorded with in-person participants.

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

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?

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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