Webcast info available at Law.umkc.edu/cle or 816-235
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 UMKCCLE@UMKC.EDU 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 NAME FIRM ADDRESS CITY STATE ZIP OFFICE PHONE E-MAIL ADDRESS PAYMENT INFORMATION: VISA MasterCard Discover AmEx Card No. _________________________________________ Exp. Date ____________________ Cardholder Name _________________________________________________________ Check No. ___________________ Make checks payable to UMKC CLE
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