Advanced Negotiation Strategies

Transcription

1 Advanced Negotiation Strategies featuring MARTIN E. LATZ, national negotiation expert and author of Gain the Edge! Negotiating to Get What You Want Friday October 4, 20 Cahaba Grand Conference Center Birmingham, Alabama 6 CLE hours, including hour of ethics Lawyers in over 40 states have given Marty Latz a thumbs up -- way up! 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 The most fun I have had at a seminar in my 30 years of attending these things. Sheldon Singer, Singer Tarpley & Jones, P.A, Overland Park, KS Excellent topic and presenter this is very practical material. Trevor Bowers, Adtran, Inc., Huntsville, AL

2 Advanced Negotiation Strategies October 4, 20-Cahaba Grand Conference Center Program Agenda 8:00 Registration and Continental Breakfast 8:30 Introduction - House Negotiation Story 8:40 Rule - Information Is Power So Get It! Corollary to Rule Share It Strategically Rule 2 Maximize Your Leverage Corollary to Rule 2 Leverage Is Fluid and Timing Is Critical 0:00 Networking Break 0:5 Rule 3 Employ Fair Objective Criteria Corollary to Rule 3 Counter Objective Criteria 0:30 Prepare to Negotiate Simulation # :00 Negotiate Simulation # and Debrief :45 Lunch 2:45 Advanced Negotiation Ethics Scenarios and Discussion* :5 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 :45 Prepare to Negotiate Simulation #2 2:5 Networking Break 2:30 Negotiate Simulation #2 and Debrief 3:00 Dealing with Negotiation Styles and Risky Leverage Tactics 3:30 Advanced Negotiation Ethics Scenarios and Discussion* 4:00 Adjourn * Approved for a total of ethics hour

3 6CLE hours ethics hour About the Program Do you know the latest research-based negotiation strategies that work and don t work? Has your opposing counsel attended a negotiation course recently and picked up new skills? How do you really know you re getting the best deal or settlement? Find out from one of the nation s leading negotiation experts and then achieve more success with perhaps your most important skill as a lawyer. Even if you ve been negotiating for years, you ll leave this seminar with new strategies you can use in your next negotiation. Adding that one new tactic may be the difference between winning and walking away empty-handed. 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 0 countermeasures for objective standards Secrets to the successful close Techniques for successful bluffing The first 50 registrants will receive a free copy of Marty s book, Gain the Edge! Negotiating to Get What You Want, at the seminar. Additional copies will be available for purchase at the seminar for $4.95 each. 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

4 Free Expert Negotiation Advice After the Seminar Ends You will receive as an attendee:. First 50 attendees signing up will receive Latz s critically acclaimed book Gain the Edge! Negotiating to Get What You Want. Other copies are available for purchase for $ An subscription to Latz s monthly negotiation column in The Arizona Republic so you will never stop honing your skills. 3. A 30-day free trial of Latz s ExpertNegotiator Planning and Management Software ( that helps individuals and organizations create and implement negotiation best practices and use proven research-based strategies. About Marty Latz Martin E. Latz, founder of Latz Negotiation Institute, is one of the nation s leading instructors on negotiating techniques. Over 65,000 lawyers nationwide since 995 have attended his training programs and seminars, and he has consistently received the highest praise. An Adjunct Professor of Negotiations at Arizona State University College of Law since 995, Latz also advises and negotiates on behalf of a wide range of private and public entities. From he negotiated for the White House nationally and internationally on 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 a negotiation expert on CBS s The Early Show and national business shows such as Your Money. He also writes a monthly negotiation column for The Arizona Republic. For more on Latz and to check out his negotiation columns, visit www. NegotiationInstitute.com. Seminar Location Cahaba Grand Conference Center 3660 Grandview Parkway Birmingham, AL Take I-459 to Highway 280. Go right on Highway 280. Take a right at the second light onto Grandview Parkway. Go around back of building to main entrance and parking.

5 Registration Advanced Negotiation Strategies-October 4, 20 MAIL Cumberland School of Law CLE ONLINE Samford University P.O. Box PHONE (205) or (800) Birmingham, AL FAX (205) r $339 Advance Registration Includes printed materials r $369 At the Door Includes printed materials 2 Name Mr./Ms. Alabama State Bar ID # ASB Firm/Agency Name: Address: City: State: Zip: Telephone: Fax: 3 r Check payable to Cumberland School of Law CLE r VISA r MasterCard r Discover r AmEx Check No. Card No.: Exp. Date: Signature Name/Firm on Card Registration Fee: Includes admission to the program, printed materials, book (first 50 registrants) and lunch. CLE Credit: Approved for 6.0 hours of CLE credit in Alabama, including.0 hour of ethics credit. Cumberland is an approved sponsor in other states where the amount of credit may vary. Cancellations & Refunds: Prepaid registration fee will be refunded, upon request, up to 48 hours before the beginning of the seminar. Arrangements for substitutions may be made anytime prior to the seminar. Non-lawyers welcome: Cumberland CLE programs are designed for practicing attorneys, but other professionals are welcome to attend. To request disability accommodations, contact the CLE office at (205) or at lawcle@ samford.edu. Samford University is an Equal Opportunity Institution that complies with applicable law prohibiting discrimination in its educational and employment policies and does not unlawfully discriminate on the basis of race, color, sex, age, disability, or national or ethnic origin.