Gain the Edge: Negotiation Strategies for Lawyers

Thursday, February 21, 2013

- Location -
Concierge Conference Center
780 Third Avenue (at 48th Street)
New York, NY 10017
(212) 735-0072

9:00 a.m. - 4:30 p.m.
7.0 MCLE Credits: 5.0 Skills; 2.0 Ethics

Co-Sponsors:

NYSBA Committee on Continuing Legal Education
Latz Negotiation Institute

Strategies, Techniques and Tactics You’ll Learn

Latz’s 5 Golden Rules of Negotiation
Ways to block tough questions
Methods to maximize your leverage
10 countermeasures for “objective” standards
Secrets to the successful close
Techniques for successful bluffing

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. 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. Marty will help make YOU a more effective lawyer.

Renowned negotiation expert Marty Latz, Founder of the Latz Negotiation Institute, has trained over 50,000 lawyers and business professionals around the world to more effectively negotiate. He 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’ The Early Show and such national business shows as Your Money and First Business.

Program Agenda

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

9:10 – 10:30 a.m.
Discuss Latz’s Golden Rules of Negotiation, including:
• 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

10:30 a.m. - 10:45 a.m.
Refreshment Break

10:45– 11:30 a.m.
Discuss Negotiation Strategies, including:
• Increasing leverage by finding alternatives
• Controlling the negotiation agenda
• Using timing and deadlines to your advantage

11:30 a.m. – 12:00 p.m.
Prepare to Negotiate Simulation, including:
• Learning information-gathering techniques
• Analyzing interests vs. positions
• Creatively generating options

12:00 p.m. - 1:00 p.m.
Lunch Break (on your own)

1:00 – 1:30 p.m.
Negotiation Simulation and Debriefing

1:30 – 2:40 p.m.
Analyze Negotiation Simulation, including:
• Competitive vs. problem-solving techniques
• Future relationship issues
• Impasse-breaking strategies

2:40 p.m. - 2:50 p.m.
Refreshment Break

2:50 – 4:30 p.m.
Oil Pricing Exercises and Ethics Discussion, including:
• Dealing with untrustworthy negotiators
• Ethical negotiation issues
• “Puffery” vs. ethically unacceptable lying

4:30 p.m.
Adjournment

Directions

Between 48th and 49th Street Using Public Transit: Take the 4, 5, 6, S Subway to Grand Central Station Walk one block East to Third Ave, continue North on Third Ave to 48th Street Take the E, V Subway to Lexington Ave/53rd Street. Walk one block East to Third Ave, continue South to 49th Street

The last day to pre-register online was February 20, 2013.

Members, please login to get member discounts.

Pricing Information for Member


Seminar

NYC-REGISTRATION	$265.00

Pricing Information for Non Member


Seminar

NYC-REGISTRATION	$365.00

Accommodations for Persons with Disabilities:
NYSBA welcomes participation by individuals with disabilities. NYSBA is committed to complying with all applicable laws that prohibit discrimination against individuals on the basis of disability in the full and equal enjoyment of its goods, services, programs, activities, facilities, privileges, advantages, or accommodations. To request auxiliary aids or services or if you have any questions regarding accessibility, please contact Cindy O'Brien at 800-582-2452 or cobrien@nysba.org.