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Event Details

Gain the Edge: Negotiation Strategies for Lawyers 2017 - LI

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Tuesday, December 12, 2017
9:00 AM - 4:30 PM Eastern Standard Time

Negotiation Strategies for Lawyers

Tuesday, December 12, 2017
Melville Marriott
1350 Walt Whitman Road
Melville, NY 11747
9:00 a.m. - 4:30 p.m.

7.0 MCLE Credits: 6.0 Skills; 1.0 Ethics

Who Should Attend
Both new and experienced attorneys will benefit from attending this program 
Program Description
YOU NEGOTIATE EVERY DAY. In fact, your ability to effectivley negotiate may be the most critical skill you possess. Yet most negotiate instictivley or intuitively. This seminar will help you approach negotiations with a strategic mindset.

And make no mistake - no matter how myuch 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 greaduate, Marty will help make YOU a more effective lawyer.

Click Here to view the Brochure.

About the Speaker
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 100,000 lawyers and business professionals around the world to more effectively negotiate, including in Bangkok, Beijing, Brussels, Hong Kong, London, Prague, Seoul, Shanghai, and Singapore.
An Adjunct Professor – Negotiation at Arizona State University College of Law from 1995 to 2005, Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams. 
Latz - a Harvard Law cum laude graduate – isthe author of Gain the Edge! Negotiating to Get What You Want and has appeared as a negotiation expert on CBS’ The Early Show and such national business shows as Your Money and Fox Business. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to almost 40,000 readers per month.

For more on Latz, visit www.NegotiationInstitute.com

8:30 a.m. - 9:00 a.m.


9:00 a.m. – 9:10 a.m.

Introduction - "The Car Negotiation Story"

9:10 a.m. – 10:25 a.m.

Discuss Latz's Golden Rules of Negotiation, including:
- Setting aggressive - yet realistic - goals
- Information is power - so get it!
- Increasing leverage by strengthening your alternatives

10:25 a.m. - 10:35 a.m.

Refreshment Break

10:35 a.m. – 11:00 a.m.

Negotiation Ethics - Part I, including discussion of Stalking Horse Scenario
and its:

- Morality - is it right or wrong?
- Ethics or Legality - does it cross the legal or ethical line?
- Effectiveness - does it work?

11:00 a.m. - 11:50 a.m.

Discuss Negotiation Strategies, including: 
- Using objective criteria with "tough negotiators"
- Using timing to your advantage

11:50 a.m. – 1:00 p.m.

Lunch (on your own)

1:00 p.m. – 1:25 p.m.

Discuss Negotiation Strategies, including:
- Designing offer-concession strategies
- Controlling the agenda

1:25 p.m. – 1:50 p.m.

Prepare to Negotiate Simulation, including:
- Learning information-gathering techniques
- Analyzing interests vs. positions
- Creatively generating options

1:50 p.m. – 2:40 p.m.

Negotiation Simulation

2:40 p.m. – 3:05 p.m.

Analyze Negotiation Simulation, including:
- Evaluating Lessons Learned – what worked and what didn’t

3:05 p.m. – 3:10 p.m.

Refreshment  Break

3:10 p.m. – 4:00 p.m.

Discuss Negotiation Strategies, including:
- Problem-solving vs. Competitive Strategies
- Impasse-Breaking Strategies
- Countering “Negotiation Games”

4:00 p.m. – 4:30 p.m.

Negotiation Ethics – Pat II, including discussion of The “False Promise” Scenario and its:
- Morality – is it right or wrong?
- Ethics or Legality – does it cross the legal or ethical line?
- Effectiveness – does it work?

4:30 p.m.

NYSBA Members: $295
Non Members: $395

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If you have any questions about this program, please contact CLE Program Manager, Patrick Boland or CLE Program Coordinator, Jessica Patterson.
This program provides TRANSITIONAL credit to all attorneys. For information about New York MCLE requirements, visit www.nycourts.gov/attorneys/CLE IMPORTANT NOTICE--PARTIAL CREDIT FOR PROGRAM SEGMENTS NOT ALLOWED: Under the New York State Continuing Legal Education Board Regulations and Guidelines, attendees at CLE programs cannot get MCLE credit for a program segment (typically, a lecture or panel, of which there are usually several in a program) unless they are present for the entire segment. Those who arrive late, depart early, or are absent for any portion of the segment WILL NOT receive credit for that program segment.
Melville Marriott
1350 Walt Whitman Road
Melville, NY 11747
Online Registration has closed, to register please contact the Member Resource Center at 1-800-582-2452