Wednesday, October 9, 2013
- Location -
State Bar Center
One Elk Street
Albany, NY 12207
Featuring Martin E. Latz, Esq., National Negotiation Expert and Author of
Gain the Edge! Negotiating to Get What You Want
7.0 MCLE credits: 1.5 Ethics; 5.5 Skills
NYSBA Committee on Continuing Legal Education
Latz Negotiation Institute
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.
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.
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. This is Marty's only appearance in New York this Fall so plan on registering early to reserve your seat and avoid disappointment!
Who Should Attend: Both new and experienced attorneys will benefit from attending this program.
8:30 a.m. Registration
9:00 a.m. - 9:10 a.m. Introduction - The "Car Negotiation Story"
9:10 a.m. - 10:30 a.m. Discuss 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
10:30 a.m. - 10:45 a.m. BREAK
10:45 a.m. - 11:30 a.m. Discuss Negotiation Simulation:
- Increasing leverage by finding alternatives
- Controlling the negotiation agenda
- Using timing to your advantage
11:30 a.m. - 12:00 p.m. Prepare to Negotiate Simulation:
-Learning information - gathering techniques
- Analyzing interests vs. positions
- Creatively generating options
12:00 p.m. - 1:00 p.m. LUNCH
1:00 p.m. - 1:30 p.m. Negotiation Simulation and Debriefing
1:30 p.m. - 2:45 p.m. Analyze Negotiation Simulation:
- Competitive vs. problem-solving techniques
- Future relationship issues
- Impasse-breaking strategies
2:45 p.m. - 3:00 p.m. BREAK
3:00 p.m. - 4:30 p.m. Oil Pricing Exercise and Ethics Discussion:
-Dealing with untrustworthy negotiators
- Ethical negotiation issues
-"Puffery" vs. ethically unacceptable lying
4:30 p.m. Adjourned
Martin E. Latz, Esq. , Founder of the Latz Negotiation Institute
Renowned negotiation expert Martin E. Latz, 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.
Latz - a Harvard Law cum laude graduate - is the author of Gain the Edge! Negotiating to Get What You Want and has appeared as negotiation expert on CBS' 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.
**Important Note: NYSBA's CLE seminar coupons and complimentary passes CANNOT be used for this program.**