Seminar Number

8483

 

Early
Registration Fee:

$210

On-Site
Registration Fee:

$230

 

NEGOTIATION STRATEGIES FOR LAWYERS

JANUARY 31, 2014

State Bar of Georgia Headquarters
104 Marietta St. NW • Atlanta

CLE Hours:
6 CLE Hours including 1 Ethics Hour

About the Program:
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.

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.

About the Speaker:
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 75,000 lawyers and business professionals around the world to more effectively negotiate.

An Adjunct Professor—Negotiation at Arizona State University College of Law since 1995, Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams.

7:45

Registration and Continental Breakfast
(All attendees must check in upon arrival. A jacket or sweater is recommended.)

8:25

Introduction—The car negotiation story

8:30

Discuss Latz's golden rules of Negotiation

  • Setting aggressive-yet realistic-goals
  • Information is power-so get it!
  • Using objective criteria with "tough negotiations"
  • Offer and concession strategies, including 1st offer issues
10:15

BREAK

10:30

discuss negotiation strategies

  • Increasing leverage by finding alternatives
  • Controlling the negotiation agenda
  • Using timing to your advantage
11:30

prepare to negotiate simulation

  • Learning information-gathering techniques
  • Analyzing interest vs. positions
  • Creatively generating options
12:00

Lunch (Included in registration fee)

12:30
negotiation simulation and debriefing
1:00

Analyze negotiation simulation

  • Competitive vs. problem-solving techniques
  • Future relationship issues
  • Impasse-breaking strategies
2:00

BREAK

2:15

oil pricing exercise and ethics discussion

  • Dealing with untrustworthy negotiators
  • Ethical negotiation issues
  • "Puffery" vs. ethically unacceptable lying
3:30
ADJOURN