GAIN THE EDGE!® Negotiation Strategies for Lawyers
September 16, 2010
8:25 a.m. - 4:00 p.m.
6.00 MCLE hours, including 6.00 approved Professional Responsibility MCLE credit hours
Chicago
Chicago History Museum
1601 North Clark Street
Chicago, IL 60614-6038
www.chicagohistory.org
(map and directions)
No matter how much you’ve negotiated in the past, there is always room to learn something new.
Don’t miss this one-day only opportunity to learn advanced negotiation skills from a national expert and renowned instructor!
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 Master Series seminar trains you to approach negotiations with a strategic mindset, allowing you to become a more effective lawyer. Topics include: the five golden rules of negotiation; strategies to get past “no”; gaining leverage; emotionally-charged techniques; generating creative solutions; sharing information; dealing with untrustworthy adversaries; building future relationships; deadlines and time tips; and much more.
The seminar is taught by Martin Latz, one of the nation’s leading experts and instructors on negotiating techniques. As the founder of the Latz Negotiation Institute, he has trained over 50,000 lawyers and business professionals around the world. As an adjunct professor on Negotiations at Arizona State University College of Law (1995-2005), Mr. Latz has negotiated for the White House, nationally and internationally, on the White House Advance Teams. Mr. Latz, a Harvard Law cum laude graduate, is the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press, 2004) and has appeared as a negotiation expert on CBS’s The Early Show and such national business shows as Your Money and First Business. He also writes a monthly negotiation column for The Arizona Republic. For more information on Mr. Latz, please visit: www.NegotiationInstitute.com
Each registrant will receive a copy of Martin Latz’s book,
Gain the Edge! Negotiating to Get What You Want.
Can't attend the on-site program in Chicago on September 16th?
Then join us on the web! The seminar will broadcast live via webcast, allowing attorneys to attend remotely. [Please Note: Due to the interactive structure of the final segment, the live webcast will only be broadcast from 8:30 a.m. – 2:15 p.m.] For more information and to register, please visit the "Gain the Edge Webcast" webpage.
Then join us on the web! The seminar will broadcast live via webcast, allowing attorneys to attend remotely. [Please Note: Due to the interactive structure of the final segment, the live webcast will only be broadcast from 8:30 a.m. – 2:15 p.m.] For more information and to register, please visit the "Gain the Edge Webcast" webpage.
Agenda
8:25 – 8:30 a.m. Welcome and Introduction
Mark D. Hassakis, 2010-2011 ISBA President, Hassakis & Hassakis, P.C., Mt. Vernon
8:30 – 8:45 a.m. The “Car Negotiation Story”
8:30 – 10:00 a.m. Latz’s Golden Rules of Negotiation
- Setting Aggressive – Yet Realistic – Goals
- Information Is Power – So Get It!
- Using Objective Criteria with “Tough Negotiators”
- Offer and Concession Strategies, Including 1st Offer Issues
10:00 – 10:15 a.m. Break (beverages provided)
10:15 – 11:00 a.m. Negotiation Strategies
Comments From Past Attendees:
Marty Latz is one of the most accomplished and persuasive negotiators I know. In [his book] Gain the Edge! you will see why.
George Stephanopoulous, ABC News
Practical and immediately applicable to my actual practice and the negotiations I much conduct on behalf of our corporate clients.
Bruce Rosenthal, Nixon Peabody, New York, NY
Excellent. I'm in-house counsel for a software company. I brought 5 contract negotiators to the course and I'm confident that this will improve both their & my negotiation skills.
Jenni Manning, Levi, Ray & Shoup, Inc., Springfield, IL
Marty Latz is one of the most accomplished and persuasive negotiators I know. In [his book] Gain the Edge! you will see why.
George Stephanopoulous, ABC News
Practical and immediately applicable to my actual practice and the negotiations I much conduct on behalf of our corporate clients.
Bruce Rosenthal, Nixon Peabody, New York, NY
Excellent. I'm in-house counsel for a software company. I brought 5 contract negotiators to the course and I'm confident that this will improve both their & my negotiation skills.
Jenni Manning, Levi, Ray & Shoup, Inc., Springfield, IL
- Increasing Leverage By Finding Alternatives
- Controlling the Negotiation Agenda
- Using Timing and Deadlines to Your Advantage
11:00 – 11:30 a.m. Prepare to Negotiate Simulation
- Learning Information-Gathering Techniques
- Analyzing Interests v. Positions
- Creatively Generating Options
11:30 a.m. – 12:30 p.m. Lunch (provided)
12:30 – 1:00 p.m. Negotiation Simulation and Debriefing
1:00 – 2:15 p.m. Analyze Negotiation Simulation
- Competitive v. Problem-Solving Techniques
- Future Relationship Issues
- Impasse-Breaking Strategies
(2:15 – Live Webcast Ends)
2:15 – 2:30 p.m. Break (refreshments provided)
2:30 – 4:00 p.m. Oil Pricing Exercises and Ethics Discussion
- Dealing with Untrustworthy Negotiators
- Ethical Negotiation Issues
- “Puffery” v. Ethically Unacceptable Lying
Please Note: This program does not qualify for the ISBA Unlimited Law Ed Passport.