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Gain the Edge!® Negotiation Strategies for Lawyers

Date(s) & Location(s)

Oklahoma City
December 4, 2013
Oklahoma Bar Center
1901 N. Lincoln Blvd.
December 5, 2013
DoubleTree at Warren Place
6110 S. Yale Avenue

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 2 hours of ethics.

This course has also been approved for 6 hours of mandatory Texas credit, including 1.75 hours of ethics.


$225 for early-bird registrations with payment received at least four full business days prior to the seminar date; $250 for registrations with payment received within four full business days of the seminar date. No discounts.

This program will also be webcast.
Please note tuition for webcast varies from live program tuition. Discounts are not available.


Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 75,000 lawyers and business professionals around the world to more effectively negotiate. Lawyers in over 40 states and 4 provinces have given Marty Latz a thumbs up — way up!

A Harvard Law graduate and Adjunct Negotiation Professor at Arizona State University College of Law since 1995, Latz has also negotiated nationally and internationally for the White House on the White House Advance Teams.

Latz 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.

Each attendee will receive a copy of Marty’s book Gain the Edge! Negotiating to Get What You Want along with standard course materials.


8:30 a.m.  Registration and Continental Breakfast
9:00 Introduction - “The Car Negotiation Story”
9:10 Latz’s Golden Rules of Negotiation
  • Setting aggressive - yet realistic - goals
  • Information is power - so get it!
  • Using objective criteria with “tough negotiators”
  • Offer and concession strategies, including 1st offer issues
10:30 Break
10:45 Negotiation Strategies
  • Increasing leverage by finding alternatives
  • Controlling the negotiation agenda
  • Using timing to your advantage
11:30 Prepare to Negotiate Simulation
  • Learning information-gathering techniques
  • Analyzing interests vs. positions
  • Creatively generating options
12:00 p.m.
Networking lunch (included in registration)
1:00 Negotiation Simulation and Debriefing
1:30 Analyze Negotiation Simulation
  • Competitive vs. problem-solving techniques
  • Future relationship issues
  • Impasse-breaking strategies
2:45 Break
3:00 Oil Pricing Exercise and Ethics Discussion (ethics)
  • Dealing with untrustworthy negotiators
  • Ethical negotiation issues
  • Puffery” vs. ethically acceptable lying
4:30 Adjourn


Cancellation Policy

Cancellations will be accepted at any time prior to the seminar date; however, a $25 fee will be charged for cancellations made within four full business days of the seminar date. Cancellations, refunds, or transfers will not be accepted on or after the seminar date.