Continuing Legal Education

Gain the Edge! Negotiation Strategies for Lawyers

June 22, 2016
9:00 a.m. - 4:30 p.m.
6.00 MCLE hours, including 6.00 approved Professional Responsibility MCLE credit hours

ISBA Regional Office
20 S. Clark Street, Suite 900
(map and directions)
Or Online Course

Masters Series

Click here to register for the onsite program in CHICAGO.

Registration for the LIVE WEBCAST coming soon.


Back by popular demand!
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. 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. Topics include: the golden rules of negotiation; gaining leverage with alternatives; using objective criteria and timing to your advantage; techniques for gathering information; generating creative solutions; dealing with “negotiation games”; ethical considerations; 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 100,000 lawyers and business professionals around the world. As an adjunct professor on Negotiations at Arizona State University College of Law from 1995 to 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 and has appeared as a negotiation expert on CBS’s The Early Show and such national business shows as Your Money and Fox Business. He also writes a monthly negotiation column for The Arizona Republic. For more information on Mr. Latz, please visit:

Each registrant will receive a copy of Martin Latz’s book,
Gain the Edge! Negotiating to Get What You Want.

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 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 C. Johns, Heartland Business Exchange, Kansas

Excellent. I’m in-house counsel for a software company. I brought five contract negotiators to the course and I’m confident that this will improve both their and my negotiation skills.
            Jenni Manning, Levi, Ray & Shoup, Inc., Springfield, IL


9:00 – 9:15 a.m.  The “Car Negotiation Story”

9:15 – 10:30 a.m.  Latz’s Golden Rules of Negotiation

  • Setting Aggressive – Yet Realistic – Goals
  • Information Is Power – So Get It!
  • Increasing Leverage by Strengthening Your Alternatives

10:30 – 10:45 a.m.  Break (beverages provided)

10:45 – 11:15 a.m. Negotiation Ethics – Part I: The “Stalking Horse” Scenario

  • Morality: Is It Right or Wrong?
  • Ethics or Legality: Does It Cross the Legal or Ethical Line?
  • Effectiveness: Does It Work?

11:15 a.m. – 12:00 p.m.  Negotiation Strategies

  • Using Objective Criteria with “Tough Negotiators”
  • Using Timing to Your Advantage

12:00 – 1:00 p.m.  Lunch (provided)

1:00 – 1:30 p.m.  Negotiation Strategies

  • Designing Offer-Concession Strategies
  • Controlling the Agenda

1:30 – 2:00 p.m.  Prepare to Negotiate Simulation

  • Learning Information-Gathering Techniques
  • Analyzing Interests vs. Positions
  • Creatively Generating Options

2:00 – 2:30 p.m.  Negotiation Simulation

2:30 – 2:45 p.m.  Analyze Negotiation Simulation

  • Evaluating Lessons Learned: What Worked and What Didn’t

2:45 – 3:00 p.m.  Break (refreshments provided)

3:00 – 4:00 p.m.  Negotiation Strategies

  • Problem-Solving vs. Competitive Strategies
  • Impasse-Breaking Strategies
  • Countering “Negotiation Games”

4:00 – 4:30 p.m.  Negotiation Ethics – Part II: The “False Promise” Scenario

  • Morality: Is It Right or Wrong?
  • Ethics or Legality: Does It Cross the Legal or Ethical Line?
  • Effectiveness: Does It Work?