Disclaimer: The LSBA’s inclusion of a program in its CLE programming is not to be deemed a statement or an endorsement of the views expressed therein by the LSBA or any member of the LSBA. Speakers on LSBA programs were carefully selected for their knowledge, but neither the LSBA nor the speaker warrant that the presentations or materials were free of errors, or will continue to be accurate. Statements in the presentations and their materials should be verified before relying on them. Opinions expressed are those of the speakers and do not necessarily reflect opinions of the LSBA, its sections, or committees. Views expressed are those of the authors and contributors only.
**************************************************************************************************************************************************************
Contact the LSBA if you have any accessibility needs or require accommodations at this conference, including access to a private room for nursing or lactation purposes. The LSBA is committed to ensuring full accessibility for all registrants.
Click Here to Download the Registration Form
What you’ll learn:
- Countermeasures for “objective” standards
- Latz’s Five Golden Rules of Negotiation
- Methods to maximize your leverage
- Techniques for successful bluffing
- Ways to block tough questions
- Secrets to a successful close
- The AI Negotiation Edge
Increase your arsenal of strategies techniques and tactics and help you further develop the strategic mindset that’s at the hear of successful negotiation. Leave behind the intuitive and instinctive – along with their inherent uncertainties.
Going beyond the basics, Latz teaches you how to avoid divulging strategic information, how to maximize your leverage, how to counter “objective” standards, and the strategies for successful closing.
Even if you’ve been negotiating for years, you’ll leave this seminar with new strategies you can use in your next negotiation.
Marty Latz is a nationally recognized negotiation expert who has trained more than 200,000 lawyers and business professionals worldwide. A Harvard Law graduate, former negotiation professor and author of his book Pearls of Negotiation Wisdom, Marty is one of the leading experts on negotiation techniques and will help make YOU a more effective lawyer.
Registration Fee, Cancellations and Refunds
(The fee includes electronic course materials, coffee/refreshments, and seminar attendance.)
ADR Section Member: $325
ADR Section Member After Sept. 9: $350
Non-Section Member: $350
Non-Section Member After Sept. 9: $375
Cancellation of registration must be received in writing by the LSBA no later than Sept. 9. Cancellations will receive a full refund, less a $30 administrative charge. Absolutely no refunds will be made after Sept. 9.
CLE CREDITS: This program has been approved for a maximum of 6 total credit hours, including 1 hour of ethics.
Schedule
Chair
Paul W. Breaux • Peacemakers Mediation Service, LLC • Baton Rouge
8:00 – 8:30 a.m. Registration
8:30 - 8:40 a.m. Introduction – The Negotiation Story
8:40 - 8:45 a.m. Discuss Participants’ Negotiation Challenges
8:45 - 10:00 a.m. Discuss Latz’s Golden Rules of Negotiation and their Corollaries,
including:
• Set aggressive – yet realistic – goals
• Information is power – so get it!
o Corollary: Share It Strategically
• Maximize leverage by strengthening your case
o Corollary: Leverage is fluid and Timing is Critical
• Employ “Fair” Objective Criteria
o Corollary: Counter “Objective” Criteria
• Offer and concession strategies, including first offer issues
o Corollary: Don’t Lose it at the End
• How to control the agenda and deal with deadlines
o Corollary: Take Back Control of the Agenda
10:00 – 10:15 a.m. Break
10:15 - 10:35 a.m. Prepare to Negotiate Simulation, including:
• Review confidential instructions
• Individually prepare Strategic Negotiation Plan
• Brainstorm to further refine Strategic Negotiation Plan
10:35 - 11:00 a.m. Negotiation Simulation One-on-One
11:00 - 11:30 a.m. Analyze and Debrief on Negotiation Simulation, including
• Effective preparation methods
• Lessons learned – what worked and what didn’t
11:30 - Noon Negotiation Games
Noon – 1:15 p.m. Lunch (on your own)
1:15 – 3:00 p.m. Discuss The AI Negotiation Edge, including:
• Effective AI-related brainstorming strategies to improve your creativity
• Latz’s Three Most Powerful AI Tactics in Negotiations
• A proven and practical process to use AI based on Latz’s Five Golden Rules of Negotiation
3:00 – 3:15 p.m. Break
3:15 – 4:15 p.m. Negotiation Ethics discussion of various scenarios’:
• Morality – is the behavior right or wrong?
• Ethicality – what do the Rules allow?
• Effectiveness – do the strategies work?
QUESTIONS??
For more information, contact: CLE Dept. at (800) 421-5722
Andrea Amor Cheryl Callerame
(504) 619-0137 (504) 619-0138
andrea.amor@lsba.org Cheryl.callerame@lsba.org
A WORD OF THANKS ...
Those who plan and teach LSBA seminar are volunteers. Their generous contributions of time, talent and energy make this and every LSBA seminar a success. We deeply appreciate their work.
The LSBA continues to encourage all its members to participate in the preparation and presentation of LSBA CLE programs.