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Event Profile

WEBCAST - GAIN THE EDGE! ® NEGOTIATION STRATEGIES FOR LAWYERS (7 total credit hour/including 1 hour of ethics)

December 15, 2017

Location: OBA Webcast - anywhere with a computer; iPad or Smartphone

This event has a fee

 Registration is now closed


NOTE: In order to obtain credit for this webcast it MUST be viewed on 12/15/2017 starting at 9 am CST, because this program is being broadcast at that date and time, the credit is considered unlimited (live) credit by OBA/MCLE.

CLE CREDIT: This course has been approved by the Oklahoma Bar Association Mandatory Continuing Legal Education Commission for 7 hours of mandatory CLE credit, including 1 hour of ethics.

TUITION: Registration for the live webcast is $250.

NOTE: This program is NOT approved for Texas credit. The Texas Bar will not permit members to submit online programs for Texas credit.

CHECKPOINTS: This program will contain random checkpoints. In order to submit credit for this program, you must confirm your presence at the checkpoints. If you do not meet the checkpoint requirement you may not receive credit for the live program. The checkpoint submission is entirely dependent on your successful completion of the system check.

NOTE: At the end of the program click on the “Credit Submission Tab” to go to your credit profile and begin the credit submission process. Please remember to submit credit on the day of the event.


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 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.

For more on Latz, visit www.NegotiationInstitute.com.

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. Break

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

Noon Lunch (on your own)

12:30 p.m. Discuss Negotiation Strategies, including:

  • Designing offer-concession strategies
  • Controlling the agenda

1:00 p.m. Prepare to Negotiate Simulation, including:

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

1:30 p.m. Negotiation Simulation

2:00 p.m. Analyze Negotiation Simulation, including

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

2:15 p.m. Break

2:30 p.m. Discuss Negotiation Strategies, including:

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

3:30 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?

4:00 p.m. Adjourn

In-Person Registration Available

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