Advanced Negotiations Workshop for Transactional Attorneys, Part 2 – D11

Advanced Negotiations Track
Kronholm Insurance, Business Law Section, Federal Practice Section, and Litigation Section  

Session D: 4:00 p.m. – 5:30 p.m.

You negotiate every day. In fact, your ability to negotiate effectively may be the most critical skill a corporate, transactional or business lawyer can 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.   

Whether you’re in a contract negotiation or helping sell a closely-held company, this seminar will give you the knowledge, skills and power to deal with negotiation issues you encounter every day.  

Marty 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 better transactional and business lawyer.  

You will learn

  • How to gain leverage in buyouts when seemingly powerless   
  • Strategies to get past “No” when the deal appears lost   
  • When to make the first offer and when to wait   
  • The secrets to success in highly emotional negotiations   
  • Techniques to control the negotiation agenda  


Marty Latz, Latz Negotiation Institute, Scottsdale, AZ 

ABC News’ Good Morning America anchor George Stephanopoulos has called Marty Latz “one of the most accomplished and persuasive negotiators I know.” The founder of the Latz Negotiation Institute, a national negotiation training and consulting firm, Latz also taught negotiation as an Adjunct Professor of Law at Arizona State University’s College of Law from 1995 to 2005.

Since 1995, Latz has taught over 100,000 lawyers and business professionals around the world how to more effectively negotiate – including in Hong Kong, London, Beijing, Shanghai, Singapore, Prague, Brussels, Seoul and Bangkok – and has negotiated for The White House nationally and internationally on The White House Advance Teams.

Mr. 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 CNN’s Your Money and Fox Business. He also has written a monthly negotiation column for various newspapers since 1999.

Mr. Latz received his law and negotiation training at Harvard Law School, where he graduated cum laude, and was a Teaching Fellow at Harvard’s Kennedy School of Government, where one of his students was former President Barack Obama.


CLE Credit: 1.5 Hours (Skills)