Advanced Negotiation Strategies for Lawyers

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

7.0 Total MCLE Credits: 6.0 Skills, 1.0 Ethics

Co-Sponsors:
NYSBA Committee on Continuing Legal Education
Latz Negotiation Institute

NYSBA is pleased to welcome back nationally renowned negotiation expert Marty Latz with a new full-day course Advanced Negotiation Strategies.  Building on his highly successful Gain the Edge program, Marty will walk you through the skills you need to structure a winning negotiation strategy. This is a stand-alone course that is accredited for both new and experienced attorneys. 

Marty Latz, Founder of the Latz Negotiation Institute, has trained over 50,000 lawyers and business professionals around the world to more effectively negotiate.  Don’t miss your chance to learn from the top expert in this field! Even if you’ve been negotiating for years, you’ll leave this seminar with new strategies you can use in your next negotiation

Strategies, Techniques and Tactics You’ll Learn

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

AGENDA

8:30 a.m. Registration

9:00 a.m. Introduction

9:10 a.m. Rule 1 - Information Is Power – So Get It!
Corollary to Rule 1 – Share It Strategically

Rule 2 – Maximize Your Leverage
Corollary to Rule 2 – Leverage Is Fluid and Timing Is Critical

10:30 a.m. Break

10:45 a.m. Rule 3 – Employ “Fair” Objective Criteria
Corollary to Rule 3 – Counter “Objective” Criteria

11:00 a.m. Prepare to Negotiate Simulation #1

11:30 a.m. Negotiate Simulation #1 and Debrief

12:15 p.m. Lunch

1:15 Advanced Negotiation Ethics Scenarios and Discussion

1:45 p.m. Rule 4 – Design an Offer-Concession Strategy
 Corollary to Rule 4 – Don’t Lose It at the End

 Rule 5 – Control the Agenda
 Corollary to Rule 5 – Take Back Control of the Agenda

 Competitive vs. Problem-Solving Strategies

2:30 p.m. Prepare to Negotiate Simulation #2

3:00 p.m. Break

3:15 p.m. Negotiate Simulation #2 and Debrief

3:45 p.m. Dealing With Negotiation Styles and Risky Leverage Tactics
 
4:00 p.m. Advanced Negotiation Ethics Scenarios and Discussion

4:30 p.m. Adjourn

+ FREE EXPERT NEGOTIATION ADVICE AFTER THE SEMINAR ENDS

As an Attendee You Will Receive:

1. Latz’s critically acclaimed book Gain the Edge! Negotiating to Get What You Want 
 
2.  An e-mail subscription to Latz’s monthly negotiation column in The Arizona
    Republic – so you will never stop honing your skills!

Important Note:  NYSBA’s CLE seminar coupons and complimentary passes CANNOT be used for this program.

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Directions

The last day to pre-register online was April 30, 2012.

Members, please login to get member discounts.

Seminar
NYC-Registation	$290.00

Seminar
NYC-Registation	$390.00

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.