UMKC SCHOOL OF LAW
500 E. 52ND STREET
KANSAS CITY, MO 64110
(816) 235-1644 PHONE
(816) 235-5276 FAX
WWW.LAW.UMKC.EDU
GAIN THE EDGE! ® NEGOTIATION STRATEGIES FOR
LAWYERS AND BUSINESS PROFESSIONALS
Featuring Martin Latz, national negotiation expert and author of Gain the
Edge! Negotiating to Get What You Want
Friday, June 5, 2015 - EE. “Tom” Thompson Courtroom, UMKC School of Law
Registration 8:00 AM – Seminar 8:30 AM – 4:05 PM
CLE credit for Missouri 8.0 includes 2 ethics / Kansas credit pending
Cost: $295 includes lunch and Gain the Edge! Negotiating to Get What You Want
Webcast info available at www.law.umkc.edu/cle or call 816-235-1648.
DESCRIPTION
Lawyers in over 40 states and 4 provinces have given
Marty Latz a thumbs up — way up!
“Marty Latz is one of the most accomplished and
persuasive negotiators I know. In [his book] Gain the Edge!
you will see why.” George Stephanopoulos, Anchor, ABC
News Good Morning America
“Easily the best CLE presentation I have attended in 39
years as an attorney. The content, presentation and
passion were superb.”
Steve Johns, Heartland Business Exchange, Leawood, KS
Martin E. Latz, Esq.
“I brought a briefcase full of work to do assuming I’d be
bored and didn't even touch it. Fun, informative, great
stories.” -Kari Samuels, Gibbons Del Deo, Philadelphia, PA
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation
Institute, has trained over 90,000 lawyers and business professionals around the
world to more effectively negotiate – including in Bangkok, Beijing, Brussels,
Hong Kong, London, Prague, Seoul, Shanghai, Singapore and throughout the U.S.
and Canada. 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.
For more on Latz, visit www.NegotiationInstitute.com.
4 WAYS TO PRE-REGISTER:
1. Online at law.umkc.edu/cle
2. Mail form to UMKC CLE,
4825 Troost, Suite 211,
Kansas City, MO 64110.
3. Phone (816) 235-1648
4. Fax (816) 235-6552
Parking: On campus parking
information and passes will be
mailed to individuals who are
registered at least 72 hours in
advance.
Substitutions for paid
registrations are accepted.
No shows will not receive a
refund or credit voucher. No
shows requesting refunds due to
emergency or hardship must be
received in writing no more than
30 days after the event date.
Special accommodations?
Call (816) 235-1648 or email
[email protected]
Webcast info available at
Law.umkc.edu/cle or
816-235-1648
15
Skills You’ll Learn
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
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
.
FREE EXPERT NEGOTIATION ADVICE AFTER THE SEMINAR ENDS
All attendees receive: 1) -Latz’s critcally acclaimed book Gain the Edge! Negotiating to Get What You Want;
2) An e-mail subscription to Latz’s monthly negotiation column in The Arizona Republic – so you will never stop honing your skills;
3) A 30-day trial of Latz’s ExpertNegotiator Planning and Management Software (www.ExpertNegotiator.com) that helps individuals
and organizations put proven research-based strategies into practice.
.
AGENDA
8:00 a.m.
8:30 a.m.
8:40 a.m.
10:00 a.m.
10:15 a.m.
11:05 a.m.
11:45 a.m.
12:30 p.m.
Registration
Introduction – The “Car Negotiation Story”
Discuss Latz’s Golden Rules of Negotiation, including:



Break
Negotiation Ethics – Part I including discussion of Stalking Horse Scenario and its:





3:15 p.m.
4:05 p.m.
Designing offer-concession strategies
Controlling the agenda
Prepare to Negotiate Simulation, including:
Learning information-gathering techniques
Analyzing interests vs. positions
Creatively generating options
Negotiation Simulation
Analyze Negotiation Simulation, including

2:15 p.m.
2:30 p.m.
Using Objective criteria with “touch negotiators”
Using timing to your advantage
Lunch
Discuss Negotiation Strategies, including



1:30 p.m.
2:00 p.m.
Morality – is it right or wrong?
Ethics or Legality – does it cross the legal or ethical line?
Effectiveness – does it work?
Discuss Negotiation Strategies, including


1:00 p.m.
Setting aggressive – yet realistic – goals
Information is power – so get it!
Increasing leverage by strengthening your alternatives
Evaluating Lessons Learned – what worked and what didn’t
Break
Discuss Negotiation Strategies, including:



Problem Solving vs Competitive Strategies
Impasse Breaking Strategies
Countering “Negotiation Games”
Webcast info available at
Law.umkc.edu/cle or
816-235-1648
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?
Adjourn
© 2015 Latz Negotiation Institute. All Rights Reserved.
GAIN THE EDGE! ® NEGOTIATION STRATEGIES FOR LAWYERS
AND BUSINESS PROFESSIONALS
Featuring Martin Latz, national negotiation expert and author of Gain
the Edge! Negotiating to Get What You Want
Friday, June 5, 2015 - UMKC School of Law, 500 E. 52nd Street,
Kansas City, MO 64110
Cost: $295 includes parking, lunch and copy of Gain the Edge!
Negotiating to Get What You Want
Registration 8:00 AM – Seminar 8:30 AM – 4:05 PM
CLE credit for Missouri 8.0 includes 2 ethics / Kansas credit pending
Webcast info available www.law.umkc.edu/cle or
call 816-235-1648
Martin E. Latz, Esq.
www.NegotiationInstitute.com.
.
*PRINT LEGIBLY**
GAIN THE EDGE! ® NEGOTIATION STRATEGIES FOR LAWYERS AND BUSINESS
PROFESSIONALS – EVENT CODE KCQ78
4 WAYS TO PRE-REGISTER:
1.
2.
3.
4.
Online at law.umkc.edu/cle;
Mail completed form with payment to UMKC CLE, 4825 Troost Ave., Suite 211, Kansas City, MO 64110;
Phone (816) 235-1648; or
Fax (816) 235-6552
Fee: $295 includes parking, lunch and copy of Gain the Edge! Negotiating to Get What You Want
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