|Date:||Thursday, June 1, 2017 | 8:00 AM to 12:00 PM|
Deadline to Register: May 29, 2017
YOU NEGOTIATE EVERY DAY. In fact, your ability to negotiate effectively may be the most critical skill a corporate, transactional or business lawyer can 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.
Whether you’re in a contract negotiation or helping sell a closely-held company, this seminar will give you the knowledge, skills and power to deal with negotiation issues you encounter every day.
Marty 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 better transactional and business lawyer.
8:00 a.m. Registration
8:30 a.m. Introduction – The “Car Negotiation Story”
8:45 a.m. Discuss Latz’s Golden Rules of Transactional Negotiation, including:
• Setting aggressive – yet realistic – goals
• Information is power – so get it
• Maximize your leverage – and exercise it appropriately
10:10 a.m. Break
10:25 a.m. Prepare to Negotiate Transactional Simulation, including:
• Learning information-gathering techniques
• Analyzing interests vs. positions
• Creatively generating options
10:45 a.m. Transactional Negotiation Simulation
11:05 a.m. Analyze Negotiation Simulation, including
• Effective preparation methods
• Future relationship issues
• Information exchange risks and benefits
• Strategies to get past “No”
11:35 a.m. Discuss Latz’s Golden Rules of Transactional Negotiations (cont.), including:
• Using objective criteria with “tough negotiators”
• Offer and concession strategies, including first offer issues
• How to control the agenda
12:00 p.m. Negotiation Games and Adjourn
Marty Latz is a renowned negotiation expert, 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 – is the 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.
3.25 CLE Credits applied for | Event Code: 239509
MSBA Corporate Counsel and New Lawyers Section Members: $40.00
MSBA Non Section Members: $55.00
Non-MSBA Members: $75.00
Law Students: $15.00
Join the Corporate Counsel Section: $40.00