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Negotiation Strategies for Lawyers and Business Professionals.

In Person or Webcast



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.

May 29th, 2020 8:30 AM   through   4:05 PM
United States
Event Fee(s)
Full Day $ 295.00
Half Day $ 195.00