Negotiation Strategies for Lawyers (Law Firm)

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.

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 more effective lawyer.

Law Firm Program Features

What You’ll Learn

  • Lat’z 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 negotations
  • 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

Typical Half Day Law Firm Agenda

9:00 to 9:10am

Introduction - The "Car Negotiation Story"

9:10 to 10:00am


Discuss Latz's Golden Rules of Negotiation

Information if power - so get it!

10:00 to 10:15am


Prepare Strategic Plan for Negotiation Simulation

Powerful information-gathering techniques
Analyze interests vs positins and creativity

10:10 to 10:40am

Discuss Latz's Golden Rules of Negotiation

10:40 to 10:45am

Prepare Strategic Plan for Negotiation Simulation, including ways to strengthen leverage

10:45 to 11:00am


11:00 to 11:20am

Negotiation Simulation

11:20 to 11:35am

Analyze and Debrief on Negotiation Simulation, including lessons learned - what worked and what didn't

11:35 to 12:15pm


Discuss Latz's Golden Rules of Negotiation

Employing "Fair" Objective Criteria with "tough negotiators"
Designing an Offer-Concession Strategy, including first offer issues
How to control the agenda, including evaluating deadlines' impact


12:15 to 12:25pm

Negotiation Games

12:25 to 12:30pm

Conclusion & Adjourn


Full Day Agenda Available Upon Request

Ready to Gain the Edge Fill out the form below or give us a call at 866-686-LATZ (5289)