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ICLEF.ORGFOR MORE INFORMATION OR TO REGISTER VISIT
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SEMINAR LEVELBASIC
INTERMEDIATE
ADVANCED
A NONPROFIT ORGANIZATIONINDIANA CONTINUING LEGAL EDUCATION FORUM
A NONPROFIT ORGANIZATIONINDIANA CONTINUING LEGAL EDUCATION FORUM
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FOUR EASY WAYS TO REGISTER!
(317) 633-8780ICLEF Conference Center, 230 E. Ohio St., Suite 300, Indpls., IN 46204www.I C LEF. o rg
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PRICE INFORMATION$350 – TuitionFREE – PASS+ Members
6 CLE / 6 CME / 1 EWednesday, December 11LIVE IN-PERSON ONLY SEMINARICLEF Conference Facility, Indianapolis
FEATURING MARTIN LATZNational negotiation expert and author ofGain the Edge!Negotiating to Get What You Want
GAIN THE EDGE!®
NEGOTIATINGTO GET WHAT YOU WANT
6 CLE /6 CME / 1 EWednesday, December 11, 2019; 9:00 A.M. – 4:30 P.M.
ICLEF Conference Facility230 E. Ohio St., 5th Floor, Indianapolis, IN 46204
GAIN THE EDGE!®
NEGOTIATINGTO GET WHAT YOU WANT
FEATURING MARTY LATZ
AGENDA
YOU WILL RECEIVE...
WHAT PEOPLE ARE SAYING ABOUT MARTY & GAIN THE EDGE...
LOCATION, DATE & TIME
OVERVIEW
NATIONAL SPEAKER
GAIN THE EDGE!®
NEGOTIATING
TO GET WHAT YOU WANT
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 and walking away empty-handed.
Martin 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 more effective lawyer.
15 Skills You’ll Learn • Latz’s 5 Golden Rules of Negotiation • Ways to gain leverage when seemingly powerless • Strategies to get past “No” – if all appears lost • 1st offer dynamics – when to make it and when to wait • Secrets to success in emotionally charged negotiations • Powerful agenda control techniques • Deadline and timing tips • Where to use Competitive techniques vs. problem solving strategies • Tactics to generate creative solutions • How to get power with effective information gathering • When to share information – and when to keep it • When to hold – and when to fold • Ways to deal with untrustworthy adversaries • How to keep options open while building future relationships • The difference between “puffery” and unacceptable lying
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 100,000 lawyers & business professionals around the world to more effectively negotiate.
An Adjunct Professor – Negotiation at Arizona State University College of Law since 1995, 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 also writes a monthly negotiation column for The Arizona Republic.
Martin E. Latz, Esq.Adjunct Prof.—Negotiation, Arizona State Univ. Law & Latz Negotiation Institute, Scottsdale, AZ
As an attendee you will receiveLatz’s critically acclaimed book,Gain the Edge!Negotiating to Get What You Want
8:30 A.M. Registration & Coffee9:00 A.M. Introduction – The “Car Negotiation Story”9:10 A.M. Discuss Latz’s Golden Rules of Negotiation, including: • Setting aggressive – yet realistic – goals • Information is power – so get it! • Increasing leverage by strengthening your alternatives10:30 A.M. Break10:45 A.M. 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?11:15 A.M. Discuss Negotiation Strategies, including: • Using objective criteria with “tough negotiators” • Using timing to your advantage12:00 P.M. Lunch Break (on your own)1:00 P.M. Discuss Negotiation Strategies, including: • Designing offer-concession strategies • Controlling the agenda1:30 P.M. Prepare to Negotiate Simulation, including: • Learning information-gathering techniques • Analyzing interests vs. positions • Creatively generating options2:00 P.M. Negotiation Simulation2:30 P.M. Analyze Negotiation Simulation, including: • Evaluating Lessons Learned – what worked and what didn’t2:45 P.M. Break3:00 P.M. Discuss Negotiation Strategies, including: • Problem-Solving vs Competitive Strategies • Impasse -Breaking Strategies • Countering “Negotiation Games”4:00 P.M. 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?4:30 P.M. Adjourn
“Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyeror layperson.”Michael H. Ginsberg, Firm Training Partner, Jones Day
“Whether you are a confident negotiator, or one who is apprehensive of the process, youwill learn much from Gain the Edge! Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results when you next negotiate.”Frank Sander, Bussey Professor of Law, Harvard Law School
“Latz takes what some consider to be the province of intuition and distills the universal truths that run beneath the negotiation process. This is a page -turning, practical book sprinkled with down-to-earth anecdotes and no-nonsense advice.”Corey Watson, Partner, Kirkland & Ellis, Los Angeles
6 CLE / 6 CME / 1 E - Wednesday, December 11, 20199:00 A.M. – 4:30 P. M.
LIVE IN-PERSON ONLY SEMINAR
ICLEF Conference Facility230 E. Ohio St., 5th Floor, Indianapolis, IN 46204
TO GET WHAT YOU WANTA NATIONAL SPEAKER SEMINAR
HOTEL ACCOMMODATIONS: A corporate rate is available at the Hilton Indianapolis, 120 W. Market St., Indpls, 1-800-445-8667.Request the Indiana Continuing Legal Education Forum rate. Rooms are subject to availability.© 2019 Indiana Continuing Legal Education Forum – ICLEF. All Rights Reserved.The Indiana Continuing Legal Education Forum (ICLEF) is a nonprofit 501(c)3.ICLEF® and the ICLEF® logo, are registered trademarks of the Indiana Continuing Legal Education Forum.
ICLEF POLICIES: Full and proper payment is required before CLE credits will be reported to the Indiana Commission for CLE. Should ICLEF initiate a collection action for unpaid registration fees, product purchases or payments for service rendered, we will request reasonable attorneys fees in addition to any amounts owed. Recording of the program for other than personal use is prohibited. To cancel a registration, a notice for full refund must be received 72 hours prior to the program. The courtesy of canceling 72 hours in advance will avoid a financial commitment of $30.00. No refunds will be issued to registrants who cancel on program date or who fail to notify ICLEF of their cancellation. The charge for all returned checks is $30.00. Prices and information listed are subject to change. While ICLEF strives to provide accurate product and pricing information, an error may occur. In the event that an item is listed at an incorrect price or with incorrect information, ICLEF shall have the right, at our sole discretion, to either refuse or cancel any orders placed for that item, or contact you for notification and instructions on such cancellation.
NOTE: Advance seminar registrants will not receive a registration confirmation.
SPECIAL NEEDS ACCOMMODATIONS: Persons who require assistance or need information regarding access to a program session and availability of special facilities are requested to call ICLEF’s Registrar at (317) 637-9102.
PHOTOGRAPHY/RECORDINGS: All registrants, instructors, exhibitors & guests attending any ICLEF event acknowledge & agree that they may be photographed and/or video recorded during the event. The photographs & recordings are the sole property of ICLEF & may be used and published traditionally or online with identifying information about the persons in the photographs & recordings to promote ICLEF and its services.
If there are any questions or comments regarding this program,please contact Scott King, Executive Director at (317) 637- 9102.
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