YOU NEGOTIATE EVERY DAY. In fact, your ability to effectively negotiate may be the most critical skill you 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. Martin 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 more effective lawyer.

8:30 a.m. Registration 

9 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 

1 p.m. Discuss Negotiation Strategies, including:
• Designing offer-concession strategies
• Controlling the agenda 

1:30 p.m. Prepare to Negotiate Simulation, including:
• Learning information-gathering techniques
• Analyzing interests vs. positions • Creatively generating options 

2 p.m. Negotiation Simulation 

2:30 p.m. Analyze Negotiation Simulation, including:
• Evaluating Lessons Learned – what worked and what didn’t 

2:45 p.m. Break 

3 p.m. Discuss Negotiation Strategies, including:
• Problem-Solving vs Competitive Strategies
• Impasse-Breaking Strategies
• Countering “Negotiation Games” 

4 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? 

4:30 p.m. Adjourn 

15 Skills You’ll Learn: 
• Latz’s 5 Golden Rules of Negotiation 
• Ways to gain leverage when seemingly powerless 
• Strategies to get past “No” – if all appears lost 
• 1st offer dynamics – when to make it and when to wait 
• Secrets to success in emotionally charged negotiations 
• Powerful agenda control techniques 
• Deadline and timing tips • Where to use Competitive techniques vs. problem solving strategies 
• Tactics to generate creative solutions 
• How to get power with effective information gathering 
• When to share information – and when to keep it 
• When to hold – and when to fold 
• Ways to deal with untrustworthy adversaries 
• How to keep options open while building future relationships 
• The difference between “puffery” and unacceptable lying 

Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation, 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 graduate – is the author of Gain the Edge! Negotiating to Get What You Want and his new bestseller The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates. He has also appeared as a negotiation expert on CBS, CNN, MSNBC and FOX and in many national publications, including Politico, CNN.com, The Economist, South China Morning Post, and many more. 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.LATZNegotiation.com. 


If you have a disability, please call ahead to let us know how we may accommodate your needs. 

All registrations must be pre-paid. Need to cancel or transfer your registration? Simply notify us in writing no later than 24 hours prior to the published start time of the seminar at registrar@scbar.org. You will be eligible to receive a full refund, be transferred to the live webcast or archived online version of the same seminar (if available), or to a live seminar of equal or lesser value - all with no cancellation or transfer fee. Refunds will not be issued for cancellations made within 24 hours of a seminar start time, but all other options listed above are available with no transfer fee. 

  • Columbia
    In-Person Seminar
    Bar Conference Center
    1501 Park Street , Columbia, SC 29201
  • Anderson
    In-Person Seminar
    Anderson - Center for Excellence
    200 Bleckley St. Room 112, Anderson, SC 29625
  • Charleston
    In-Person Seminar
    Charleston School of Law
    81 Mary Street Room M101, Charleston, SC 29403
  • Greenville
    In-Person Seminar
    Greenville Technical College - Northwest Campus
    8109 Whitehorse Rd Room 111, Greenville, SC 29617
  • Rock Hill
    In-Person Seminar
    Rock Hill - New Port Fire Dept.
    5198 Hampton Ridge Rd. , Rock Hill, SC 29730
  • Spartanburg
    In-Person Seminar
    Spartanburg County Public Library
    151 S. Church St. Hoechst-Celanese Room, Spartanburg, SC 29306
  • Summerville
    In-Person Seminar
    Summerville - SC Mediation and Conference Facility
    1516 Old Trolley Rd. , Summerville, SC 29485