GAIN THE EDGE!® NEGOTIATION STRATEGIES FOR LAWYERS - June 11, 2021; Up to 8.0 CLE hours incl. 2.0 ethics

 Registration is closed for this event
Featuring Marty Latz, national negotiation expert and author of Gain the Edge! Negotiating to Get What You Want

MCLE: Missouri 8.0 hours incl. 2.0 ethics | Kansas 8.0 hours incl. 2.0 ethics

Fee: Full day $295 | Half day $195 ~ includes a copy of Gain the Edge! Negotiating to Get What You Want

***DUE TO RECENT CDC AND UMKC GUIDELINES, FACE MASKS WILL NOT BE REQUIRED FOR FULLY VACCINATED IN PERSON ATTENDEES.***

 

description

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.

 

15 Skills You’ll Learn

Latz’s 5 Golden Rules of Negotiation

  1. Ways to gain leverage when seemingly powerless
  2. Strategies to get past “No” – if all appears lost
  3. 1st offer dynamics – when to make it and when to wait
  4. Secrets to success in emotionally charged negotiations
  5. Powerful agenda control techniques
  6. Deadline and timing tips
  7. Where to use Competitive techniques vs. problem-solving strategies
  8. Tactics to generate creative solutions
  9. How to get power with effective information gathering
  10. When to share information – and when to keep it
  11. When to hold – and when to fold
  12. Ways to deal with untrustworthy adversaries
  13. How to keep options open while building future relationships
  14. The difference between “puffery” and unacceptable lying

FREE Expert Negotiation advice after the seminar ends

You will receive as an attendee:

1. Latz’s critically acclaimed book Gain the Edge! Negotiating to Get What You Want

2. An e-mail subscription to Latz’s monthly negotiation column – so you will never stop honing your skills.

 

 

Agenda

8:00 a.m.         Registration and webcast access

8:30 a.m.         Negotiation Strategies Overview and 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

10:10 a.m.       Ethical Negotiations:  How Attorneys can Successfully Negotiate without Violating the Model Rules of Ethical Conduct – 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?

11:00 a.m.       Discuss Negotiation Strategies, including:

  • Using objective criteria with “tough negotiators”
  • Using timing to your advantage

Noon               Lunch break

12:30 p.m.       Discuss Negotiation Strategies, including:

  • Designing offer-concession strategies
  • Controlling the agenda

1:30 p.m.         Negotiate Simulation, including:

  • Learning information-gathering techniques
  • Analyzing interests vs. positions
  • Creatively generating options

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.         Ethical Negotiations:  How Attorneys can Successfully Negotiate without Violating the Model Rules of Ethical Conduct – 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

When
June 11th, 2021 8:00 AM   through   4:05 PM
Location
Hybrid & In-person -- In person attendance limited to 50 people. FACE MASKS & Social distancing
500 E. 52nd Street
Kansas City, MO 64110
United States
Event Fee(s)
Full Day - In Person Registration $ 295.00
Half Day - In Person Registration $ 195.00
Full Day - Webcast Registration $ 295.00
Half Day - Webcast Registration $ 195.00

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