Friday, June 22, 2018

9:00 AM-4:30 PM

Louisville Bar Center
  • Judge $0.00
  • LBA YLS Member $75.00
  • Member $390.00
  • Non-Member $780.00
  • Paralegal Member $75.00
  • Sustaining $351.00

June 21, 2018 11:00 PM

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

FREE Expert Negotiation advice after the seminar ends.

You will receive as an attendee:

  1. Latz’s critically acclaimed book Gain the Edge! Negotiating to Get What You Want
  2. An e-mail subscription to Latz’s monthly negotiation column – so you will never stop honing your skills.



8:30 a.m.


9:00 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 alternatives

10:30 a.m.


10:45 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 advantage


Lunch, on your own

1:00 p.m.

Discuss Negotiation Strategies, including:

  • Designing offer-concession strategies
  • Controlling the agenda

1:30 p.m.

Prepare to Negotiate Simulation, including:

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

2:00 p.m.

Negotiation Simulation

2:30 p.m.

Analyze Negotiation Simulation, including:

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

2:45 p.m.


3:00 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.


© 2018 Latz Negotiation Institute. All Rights Reserved. 

Speaker: Martin E. Latz, Latz Negotiation Institute

About Marty Latz

Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 100,000 lawyers and business professionals around the world to more effectively negotiate, including in Bangkok, Beijing, Brussels, Hong Kong, London, Prague, Seoul, Shanghai, and Singapore.

An Adjunct Professor – Negotiation at Arizona State University College of Law from 1995 to 2005, Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams.

Latz - a Harvard Law cum laude graduateis 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 CNN’s Your Money and FOX Business. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to almost 40,000 readers per month.

See Marty in action HERE.

For more on Latz, visit  

All handout materials are via electronic download. Paper copy may be purchased for an additional cost.

Cancellation Policy: All cancellations must be received by the LBA 72 hours in advance to receive a credit or refund. Substitutes will be allowed.

Credit Status: Approved
  • General (6)
  • Ethics (1)
  • Martin Latz