Gain the Edge! Negotiation Strategies for Lawyers, Featuring Martin E. Latz

Why Attend?

• Learn Latz’s 5 Golden Rules of Negotiation
• Gain powerful agenda-control techniques and tactics to generate creative solutions
• Observe and analyze a negotiation simulation led by Latz

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 or walking away empty-handed.

Martin Latz is one of the nation’s leading experts and instructors on negotiating techniques. A Harvard Law honors graduate, he will help make YOU a more effective 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”—if 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 gain 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.

“An exceptionally knowledgeable and animated speaker—thoroughly engaging and notably adept at integrating into his presentation specific topics suggested by the CLE participants.”

MCLE Credit Note: Under MCLE regulation 102(f), attorneys cannot receive MCLE credit if they attended and received credit for this course during the previous credit year.

Registration Deadlines:

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.

Dietary Restrictions: If you have dietary restrictions and are attending the seminar in person, please email deanna.mcglothlin@vacle.org.

Inclement Weather Policy and Updates.

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 online or USB seminar.
E-mail publications@vacle.org to be notified when/if this program’s seminar materials are made available for sale.

Course Schedule

• Q&A will be handled via chat room for Webcast attendees.

About the Speaker

Martin E. Latz, Latz Negotiation / Scottsdale, AZ

Renowned negotiation expert Martin E. Latz, founder of Latz Negotiation, has trained more than 200,000 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, Mr. Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams.

Martin Latz—a Harvard Law cum laude graduate—is the author of Gain the Edge! Negotiating to Get What You Want, The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates, and his new book, Pearls of Negotiation Wisdom: 155 Strategies for Success in Life (www.PearlsBook.com). He has also appeared as a negotiation expert on CBS, CNN, MSNBC, and FOX and in many national publications, including Politico, US News & World Report, The Economist, and many more. He writes a weekly Substack negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to thousands of readers per month.