Gain the Edge: Negotiation Strategies for Lawyers.



Friday, May 17, 2019 | 8:30 a.m. – 4:30 p.m. | Beus Center for Law and Society | Room 650 | Webcast Available

National negotiation expert and author of Featuring Martin E. Latz


In fact, your ability to effectively negotiate may be the most critical skill you possess. Yet most people 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, Marty will help make YOU a more effective lawyer.

Lawyers in over 45 states and 8 provinces have given Marty Latz a thumbs up — way up!

15 Skills You’ll Learn

  1. Latz’s 5 Golden Rules of Negotiation
  2. Strategies to get past “No” – if all appears lost
  3. 1st offer dynamics – when to make it and when to wait
  4. Ways to gain leverage when seemingly powerless
  5. Secrets to success in emotionally charged negotiations
  6. Powerful agenda control techniques
  7. Deadline and timing tips
  8. Competitive techniques vs. problem solving strategies
  9. Tactics to generate creative solutions
  10. Powerful information gathering methods
  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


8:30 AM Registration

9:00 AM Introduction – The “Car Negotiation Story”

9:10 AM Discuss Latz’s Golden Rules of Negotiation, including:
·     Setting aggressive – yet realistic – goals
·     Information is power – so get it!
·     Increasing leverage by strengthening your alternatives

10:30 AM Break

10:45 AM 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 AM Discuss Negotiation Strategies, including:

·     Using objective criteria with “tough negotiators”
·     Using timing to your advantage

12:00 PM Lunch (on your own)

1:00 PM Discuss Negotiation Strategies, including:

·     Designing offer-concession strategies
·     Controlling the agenda

1:30 PM Prepare to Negotiate Simulation, including:

·     Learning information-gathering techniques
·     Analyzing interests vs. positions
·     Creatively generating options

2:00 PM Negotiation Simulation

2:30 PM Analyze Negotiation Simulation, including

·     Evaluating Lessons Learned – what worked and what didn’t

2:45 PM Break

3:00 PM Discuss Negotiation Strategies, including:

·     Problem-Solving vs Competitive Strategies
·     Impasse-Breaking Strategies
·     Countering “Negotiation Games”

4:00 PM 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 PM Adjourn


The State Bar of Arizona does not approve or accredit CLE activities for the Mandatory Continuing Legal Education requirement  This activity may qualify for up to 6.0 hours toward your annual CLE requirement for the State Bar of Arizona, including 6.0 hour(s) of professional responsibility.

Additional information


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