There was a problem adding this course to your account. Please try again in a few minutes. If the problem persists, you can contact our support department at (877) 880-1335.
9:00 A.M. Introduction – The “Car Negotiation Story”
9:10A.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 10:30A.M.Break 10:45A.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? 11:15A.M.Discuss Negotiation Strategies, including: - Using objective criteria with “tough negotiators” - Using timing to your advantage
12:00P.M.Lunch (on your own) 1:00P.M. Discuss Negotiation Strategies, including: - Designing offer-concession strategies - Controlling the agenda 1:30P.M.Prepare to Negotiate Simulation, including: - Learning information-gathering techniques - Analyzing interests vs. positions - Creatively generating options 2:00P.M.Negotiation Simulation
2:30P.M.Analyze Negotiation Simulation, including - Evaluating Lessons Learned – what worked and what didn’t 2:45P.M.Break 3:00P.M.Discuss Negotiation Strategies, including: - Problem-Solving vs Competitive Strategies - Impasse-Breaking Strategies - Countering “Negotiation Games” 4:00P.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? 4:30P.M.Adjourn
HOTEL ACCOMMODATIONS: Please make your reservations with the Hilton Indianapolis Hotel and Suitesby CLICKING HERE or calling 317.972.0600.Please mention ICLEF when calling to book your reservation.Rates and reservations are subject to availability.
6 CLE
6 CME Hours
1 Ethics
Customers Who Bought This Item Also Bought
(OnDemand) Federal Civil Practice / MAY 2023
(Live Seminar) 21st Annual Family Law Institute
(Live Individual Webcast) Gain the Edge! Negotiating To Get What You Want
(Live Seminar) RECENT DEVELOPMENTS IN EMPLOYMENT LAW 2023
Adding Registration, Please wait...
