In Person or Webcast
AGENDA
8:00 a.m. Registration
8:30 a.m. Introduction – The "Car Negotiation Story"
8:40 a.m. 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
10:00 a.m. Break
10:15 a.m. 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?
11:05 a.m. Discuss Negotiation Strategies, including
• Using Objective criteria with "touch negotiators"
• Using timing to your advantage
11:45 a.m. Lunch
12:30 p.m. Discuss Negotiation Strategies, including
• Designing offer-concession strategies
• Controlling the agenda
1:30 p.m. Negotiation Simulation
2:00 p.m. Analyze Negotiation Simulation, including
• Evaluating Lessons Learned – what worked and what didn’t
2:15 p.m. Break
2:30 p.m. Discuss Negotiation Strategies, including:
• Problem Solving vs Competitive Strategies
• Impasse Breaking Strategies
• Countering "Negotiation Games"
3:15 p.m. 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?
4:05 p.m. Adjourn
Lawyers in over 40 states and 4 provinces have given Marty Latz a thumbs up — way up!
"Marty Latz is one of the most accomplished and persuasive negotiators I know. In [his book] Gain the Edge! you will see why." George Stephanopoulos, Anchor, ABC News Good Morning America
"Easily the best CLE presentation I have attended in 39 years as an attorney. The content, presentation and passion were superb." Steve Johns, Heartland Business Exchange, Leawood, KS
"I brought a briefcase full of work to do assuming I’d be bored and didn't even touch it. Fun, informative, great stories." Kari Samuels, Gibbons Del Deo, Philadelphia, PA
Martin E. Latz Bio:
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, 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, Singapore and throughout the U.S. and Canada. 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 has appeared as a negotiation expert on CBS’ The Early Show and such national business shows as CNN’s Your Money and Fox Business. He has written columns for various newspapers since 1989.
Full Day | $295.00 |
Half Day | $195.00 |