Deadline to Register: May 30,
2017
YOU NEGOTIATE EVERY
DAY. In fact, your ability to negotiate effectively may be
the most critical skill a corporate, transactional or business lawyer can 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.
Whether you’re in a contract negotiation or helping
sell a closely-held company, this seminar will give you the knowledge, skills
and power to deal with negotiation issues you encounter every
day.
Marty 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 better transactional and business
lawyer.
Schedule:
8:00
a.m. Registration
8:30 a.m.
Introduction – The “Car Negotiation Story”
8:45 a.m.
Discuss Latz’s Golden Rules of Transactional Negotiation,
including:
•
Setting aggressive – yet realistic – goals
• Information is power – so get
it
• Maximize your leverage – and exercise it appropriately
10:10
a.m. Break
10:25
a.m.
Prepare to Negotiate Transactional Simulation, including:
• Learning
information-gathering techniques
• Analyzing interests vs. positions
•
Creatively generating options
10:45
a.m. Transactional Negotiation
Simulation
11:05
a.m.
Analyze Negotiation Simulation, including
• Effective preparation methods
• Future relationship issues
• Information exchange risks and benefits
• Strategies to get past “No”
11:05
a.m. Discuss Latz’s Golden
Rules of Transactional Negotiations (cont.), including:
• Using objective criteria with “tough negotiators”
• Offer and
concession strategies, including first offer issues
• How to control the
agenda
12:00
p.m. Negotiation Games and
Adjourn
Speaker:
Marty Latz
is a
renowned negotiation expert, 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, and Singapore.
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 Your Money and Fox Business. He writes a monthly negotiation
column that appeared for many years in The Arizona Republic and that now is
e-mailed to almost 40,000 readers per month.
CLE Credits:
3.25 Standard
CLE Credits approved | Event Code: 239509