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6 CLE / 6 CME / 1 ETuesday, December 8

LIVE INDIVIDUAL WEBCAST ONLY!From your home or office

FEATURINGMARTIN LATZ

GAIN THE EDGE!®

NEGOTIATINGTO GET WHAT YOU WANT

P I C K Customize Your CLE!Design & build your own ICLEF On Demand Seminar with our new Pick 6 CLE bundle. ICLEF has distilled many of our 6 & 12-Hour seminars in to bite-sized 1-Hour segments in order to allow attorneys the �exibility to custom design CLE programming most relevant to them. Select up to 18 seminars to bundle together to create your very own customized seminar! And every seminar you add to your bundle gives you a bigger price discount! �e more you buy the more you save!

Additional topics added each month! Scan this QR code to begin your PICK 6!

BUILD YOUR OWN ON DEMAND SEMINAR WITH ICLEF NEWEST FEATURE PICK 6!

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Managing Law Practice TechnologyA National Speaker Seminar

AGENDA

YOU WILL RECEIVE...

WHAT PEOPLE ARE SAYING ABOUT MARTY & GAIN THE EDGE...

LOCATION, DATE & TIME

OVERVIEW

NATIONAL SPEAKER

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 a virtual attendee you will receiveLatz’s critically acclaimed e -Publication,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, lawyer or layperson.”Michael H. Ginsberg, Firm Training Partner, Jones Day

“Whether you are a confident negotiator, or one who is apprehensive of the process, you will 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

GAIN THE EDGE!®

NEGOTIATING TO GET WHAT YOU WANTA NATIONAL SPEAKER SEMINAR

6 CLE / 6 CME / 1 E - Tuesday, December 8, 20209:00 A.M. – 4:30 P. M.

For further updates on the status of this, or other ICLEF programs, please visit ICLEF.orgor scan these QR Codes with your phone’s camera to go directly to the online registration page.

LIVE INDIVIDUAL WEBCAST ONLY!From your home or office

Visit ICLEF.org to Register

© 2020 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.

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