Gain the Edge! Negotiating To Get What You Want - Dec 22


GAIN THE EDGE! Negotiation to Get What You Want

A National Speaker Seminar

6 CME / 6 CLE / 1 E - Wednesday, December 22

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


LIVE WEBCAST ONLY! - From your home or office



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.


Why Attend a Latz Negotiation Training Seminar? Let Marty tell you...


15 SKILLS YOU'LL LEARN:

Latz's 5 Golden Rules of Negotiation

Strategies to get past "No" - if all appears lost

1st offer dynamics - when to make it and when to wait

Ways to gain leverage when seemingly powerless

Secrets to success in emotionally charged negotiations

Powerful agenda control techniques

Deadline and timing tips

Competitive techniques vs. problem solving strategies

Tactics to generate creative solutions

Powerful information gathering methods

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" & unacceptable lying

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TOPICS:

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

– 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 & 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?

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WHAT PEOPLE ARE SAYING...

"Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson."

- Michael H. Ginsberg, Firm Training Partner, Jones Day


"Whether you are a confident negotiator, or one who is apprehensive of the process you will learn from Gain the Edge! Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results when you next negotiate."

- Frank Sander, Bussey Professor of Law, Harvard Law School


"Latz takes what some consider to be the province of intuition and distills the universal truths that run beneath the negotiation process. This is a page-turning, practical book sprinkled with down-to-earth anecdotes and no-nonsense advice."

- Corey Watson, Partner, Kirkland & Ellis, Los Angeles

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NATIONAL SPEAKER:

Marty Latz, Esq.

Adjunct Professor - Negotiation, Arizona State University Law & Latz Negotiation Institute, Scottsdale, AZ

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GAIN THE EDGE! Negotiation to Get What You Want

A National Speaker Seminar

6 CME / 6 CLE / 1 E - Wednesday, December 22

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


LIVE WEBCAST ONLY! - From your home or office



ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN • Indiana's Premier CLE Provider


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