Gain the Edge! Negotiation Strategies for Lawyers

MCLE Credits: 6.0
Ethics Credits Included: 1.0

Tuesday, October 25, 8:30 a.m. - 3:45 p.m. ET
Learn more about Virginia CLE webcast format
Learn more about Virginia CLE telephone format
Wednesday, October 26, 8:30 a.m. - 3:45 p.m. ET
MCLE Credit: 6.0 (Ethics: 1.0)
Live-Interactive Credit: 6.0 (all dates, all formats) Live Interactive MCLE Credit Symbol
Designation Credit: 6.0 Trial Practice/Litigation, 1.0 Ethics
(Designations Information)
Registration Fees: Live on Site: $319 regular registration
Live on Site: $339 on-site registration
(if space is available)
Webcast: $319

Information

Why Attend?

Renowned negotiation expert Martin E. Latz has trained over 100,000 lawyers and business professionals around the world to negotiate more effectively.

 

  • Learn how to apply Latz’s 5 Golden Rules of Negotiation
  • Explore powerful agenda-control techniques and tactics to generate creative solutions
  • Observe and analyze a negotiation simulation led by Latz
  • Option to attend the October 25 program virtually via live-interactive webcast: Enjoy this popular annual program from the convenience of your home or office, and you will still be able to ask questions of the speaker

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 better techniques. 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 effective negotiating techniques. A Harvard Law honors graduate, Mr. Latz will help make YOU a more successful lawyer.

15 Skills You’ll Learn

  1. Latz’s 5 Golden Rules of Negotiation
  2. Ways to gain leverage when seemingly powerless
  3. Strategies to get past “No” when all appears lost
  4. First-offer dynamics—when to make it and when to wait
  5. Secrets to success in emotionally charged negotiations
  6. Powerful agenda control techniques
  7. Deadline and timing tips
  8. Where to use competitive techniques vs. problem-solving strategies
  9. Tactics to generate creative solutions
  10. How to get power with effective information gathering
  11. When to share information—and when to keep it
  12. When to hold—and when to fold
  13. Ways to deal with untrustworthy adversaries
  14. How to keep options open while building future relationships
  15. The difference between “puffery” and unacceptable lying

Bonus! Attendees will also receive an e-mail subscription to Latz’s monthly negotiation column so you will never stop honing your skills.

Options for Attending the Seminar:

On Tuesday, October 25, this program will be presented live on site in Richmond/Innsbrook, where people may attend in person, as well as virtually via live-interactive webcast.

On Wednesday, October 26, this program will be presented live on site in Fairfax only, with no virtual attendance options.

 

Discounts available for Virginia CLE webcast-telephone-live seminars Follow link to learn about the Virginia CLE Online Bundle with savings up to 45% Follow link to learn about coupons for lawyers in First Year in Virginia practice Follow link to learn about discount for New Virginia Lawyers (first 3 years) Follow link to learn about Government Employee discount Follow link to learn about Legal Aid discount

Follow link to learn about coupons for lawyers in First Year in Virginia practice Follow link to learn about coupons for lawyers in First Year in Virginia practice Follow link to learn about Government Employee discount Follow link to learn about Legal Aid discount

Registration Deadlines:
Webcast: 10 minutes prior to seminar. If you register for a webcast the day of the seminar, your e-mail receipt will include a link to launch the seminar and download the materials.
Live on Site: Online registration ends at 11:59 p.m. the day preceding the seminar
Walk-in registration is permitted on a space-available basis

Cancellation Policy: Cancellation/transfer requests will be honored until 5:00 p.m. the day preceding the seminar. You will, however, be charged $90 if you cancel or transfer your registration to a different seminar after the link to the materials has been e-mailed by Virginia CLE.

Full refunds or transfers are available up to two days after a webcast in the unlikely event that you experience technical difficulties.

MCLE Credit Caveat: The MCLE Board measures credits by the time you spend in attendance. If you enter a seminar late or leave it early, or both, you must reflect those adjustments accurately in the credits you report on your credit reporting form. A code will be given at the end of the seminar, which must be written on your MCLE form.


Can't Attend?
E-mail distance_ed@vacle.org to be notified when/if this program is made available as an on demand or USB seminar.
E-mail publications@vacle.org to be notified when/if this program's seminar materials are made available for sale.

Schedule

COURSE SCHEDULE (October 25 and October 26) (Eastern Time)

8:00 Registration
8:30 Introduction—The “Car Negotiation Story”
8:40 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
10:00 Break
10:15 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?
10:45 Discuss Negotiation Strategies, including:
  • Using objective criteria with “tough negotiators”
  • Using timing to your advantage
11:30 Lunch (provided at live-on-site programs)
12:15 Discuss Negotiation Strategies, including:
  • Designing offer-concession strategies
  • Controlling the agenda
12:45 Prepare to Negotiate Simulation, including:
  • Learning information-gathering techniques
  • Analyzing interests vs. positions
  • Creatively generating options
1:15 Negotiation Simulation

Remote attendees will watch a group during the simulation and be able to participate in the debriefing
1:45 Analyze Negotiation Simulation, including
  • Evaluating lessons learned—what worked and what didn’t
2:00 Break
2:15 Discuss Negotiation Strategies, including:
  • Problem-solving vs. competitive strategies
  • Impasse-breaking strategies
  • Countering “negotiation games”
3:15 Negotiation Ethics—Part 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?
3:45 Adjourn
  • Sign-in for live seminar attendees in Richmond on October 25, and Fairfax on October 26 begins at 8:00 a.m.
  • Q&A will be handled via chat room for Webcast attendees on October 25.

Faculty

ABOUT THE SPEAKER

Martin E. Latz, Latz Negotiation Institute / Scottsdale, AZ

Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation, 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 graduateisthe author of Gain the Edge! Negotiating to Get What You Want and his new bestseller The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates. He has also appeared as a negotiation expert on CBS, CNN, MSNBC, and FOX and in many national publications, including USA Today, Politico, US News & World Report, The Christian Science Monitor, The Economist, South China Morning Post, and many more. 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.LATZNegotiation.com.

Locations, Dates and Fees

LIVE REGISTRATION FEES (All registrants will receive access to a complete set of downloadable e-book seminar materials. Printed materials will NOT be available.) (Lunch included.)

$319 regular registration
$339 on-site registration (if space is available)

WEBCAST REGISTRATION FEE:
$319



LIVE LOCATIONS AND DATES

RICHMOND/INNSBROOK / Tuesday, October 25
Bobzien-Gaither Education Center (Google Map)
4801 Cox Road, Suite 108
Glen Allen, VA 23060

FAIRFAX / Wednesday, October 26
Hilton Fairfax (Venue Website / Google Map)
12777 Fair Lakes Circle
(703) 653-6025


A special 15% discount and free shipping on Virginia CLE®–published books will be available for purchases made at the seminar site.


Downloadable E-Book Seminar Materials

ALL seminar registrants will receive access to a complete set of downloadable e-book seminar materials.  E-book materials are searchable, easily accessible, and efficient to use. No printed materials will be available.

When registering, please be sure to provide a legible, valid e-mail address to which Virginia CLE® can send a link to the e-book materials.


Cancellation/transfer requests will be honored through 5:00 p.m. of the DAY BEFORE the seminar.  You will, however, be charged $90 for the materials if you cancel your registration for the seminar, or transfer registration to a different seminar, after the link to the materials has been e-mailed by Virginia CLE®.

If you have a disability that requires special accommodation, please contact Virginia CLE® well in advance of the program date.

Private recording of this program is prohibited.

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