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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
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6 CLE
6 CME Hours
1 Ethics
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