Onsite
Negotiation Training
Gain a Unified Approach to Negotiation. Train Your Team to Use the Research Proven LATZ Method.
Give your team the skills to negotiate like experts.
Approach negotiations with a strategic mindset.
Earn confidence with hands-on exercises & personalized critiques.
Gain leverage when you feel powerless using practical, powerful techniques that get results.
Manage emotional, difficult or untrustworthy negotiators.
Break through when talks grind to a halt.
Onsite Negotiation training
Train Your Team to Be Strategic — Not Instinctive.
Getting what you want means knowing how to get it. Truly successful negotiators know they can’t always trust their instincts. So they learn the most effective strategies and tactics. Practical, powerful, leverage-building techniques that get results. They know that no matter how much they’ve negotiated, they can always learn more.
With an unlimited number of variables in every negotiation, you never know when that one simple — yet crucial — move will make the difference between coming up empty-handed or walking away a winner.
So when your profit margin hangs in the balance, or when your career, your reputation and the success of your organization are on the line, you can’t afford to leave it to your intuition. You must rely on your expertise — the kind we’ll help you develop at LATZ Negotiation.
“Latz Negotiation researched our negotiation problems and designed a training program that solved them, period. They didn’t waste our time with a bunch of theory, either. They gave us substantive, powerful negotiating tools and new strategies for achieving our goals. Absolutely invaluable.”
Get Negotiation Training Tailored for Your Team
Everyone faces unique negotiation challenges. We understand that. And that’s why we customize out training programs to address your distinctive needs, interests and ways of doing business.
Our goal is to give you the tools you need to get what you want. The more strategies and tactics at your disposal, the more likely you will succeed. But you also need to know when, where and how to use them. That’s where we come in. We combine the latest negotiation research with years of experience, knowledge and expertise to help you achiever your goals.
Step 1 — Diagnostic
First we determine your organization’s negotiation challenges, paying particular attention to your conventions and rules of engagement. Everyone has strengths and weaknesses, and we help you identify these so we can tackle them head-on in our training.
Step 2 — Customization
Next we customize the program and create unque simulations that duplicate your negotiations. We design exercises that address the issues and concerns uncovered in the Diagnostic Phase.
Step 3 — Small Group Training
Our hands-on training includes actual one-on-one negotiations and exercises, a multi-media presentation with video illustrations of how to negotiate, and substantial interaction between the participants and the trainer. In short, we teach, then you practice. That’s how you learn.
Step 4 — Individual Video Analysis
Many of our programs include the videotaping of participants negotiating with each other. We then spend time with each pair and give them an oral and written critique, pointing out what they did effectively and how they can improve.
Get Customized Negotiation Training for Your Team
“Marty (Latz) has a comprehensive knowledge of negotiating techniques and a very dynamic teaching style. Learning from Marty is fun and inspiring, and it really sinks in. I’ve improved my effectiveness as a negotiator 100 percent.”
“Latz Negotiation’s expert advice helped us negotiate a strategically critical agreement for our flagship software product. We’ll be reaping the financial benefits for years.”
A Few of Latz Negotiation's Clients
Available Onsite Training Programs
Available as half-day or full-day programs. Are you with a law firm? See the list of legal onsite training programs here.
Click on the Program Titles for More Information
Gain The Edge! Negotiation Strategies
What You’ll Learn:
- Lat’z 5 Golden Rules of Negotiation
- Negotiation skills training
- 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
Typical Half Day Agenda
| 9:00 am | Introduction through “Car Repair” Negotiation Story |
| 9:15 am | Participant Negotiation Challenges |
| 9:25 am | First Golden Rule: Information is Power-So Get It!
|
| 9:50 am | Read instructions for One-on-One Negotiation Simulation Exercise (Beauti-Rest v Sleepwell) |
| 10:00 am | Individually and in Small Groups Brainstorm and Prepare Strategic Negotiation Plan for Exercise (Apply Golden Rule 1) |
| 10:05 am | Golden Rule 2: Maximize Your Leverage
|
| 10:30 am | Break |
| 10:45 am | Small Groups Brainstorm and Prepare Strategic Negotiation Plan for Exercise (Apply Golden Rule 2) |
| 10:50 am | Golden Rule Three: Employ “Fair” Objective Criteria
|
| 11:05 am | Small Groups Brainstorm and Prepare Strategic Negotiation Plan for Exercise (Apply Golden Rule 3) |
| 11:10 am | Golden Rule Four: Design an Offer-Concession Strategy
|
| 11:30 am | Golden Rule Five: Control the Agenda
|
| 11:40 am | Small Groups Brainstorm and Prepare Strategic Negotiation Plan for Exercise (Apply Golden Rules 4 and 5) |
| 11:45 am | Negotiate Exercise |
| 12:05 pm | Debrief Exercise (Identify lessons learned/how to improve) |
| 12:20 pm | Countering Negotiation “Games” |
| 12:30 pm | LATZ’s “Pearls of Wisdom”/Next Steps |
* Full Day Agenda Available Upon Request
Negotiation Ethics: Winning Without Selling Your Soul
In real estate, it’s location, location, location. In negotiation, it’s reputation, reputation, reputation. A trustworthy reputation – once lost – can be difficult, if not impossible, to regain.
In this seminar, internationally recognized negotiation expert, Marty Latz, will play Devil’s Advocate in presenting a series of ethically challenging negotiation scenarios to a blue ribbon panel of lawyers, judges and business professionals. Session will also include discussions and debates which will highlight three levels of analysis, including:
- Morality: Is it right to engage in certain behavior?
- Ethics: Is it ethical and/or legal under the Rules of Professional Conduct and the laws of your jurisdiction?
- Effectiveness: Does it work?
Program will also include insights – on video – by veteran business executives, lawyers and politicians, including former CEO and President of Dial/Henkel, Mal Jozoff, Vice President of AT&T Mary Upchurch, and Arizona Attorney General Terry Goddard.
You’ll Learn How To:
- Ethically avoid answering certain questions and sharing strategic information
- Skillfully and ethically play your leverage cards
- Use agents to insulate yourself
- Maintain objectivity and professionalism in difficult negotiations
- Solidify current and future relationships
*The Negotiation Ethics Program is available as a 1,1.5, 2 or 3 hour program.
Agenda – Negotiation Ethics: Winning Without Selling Your Soul (2 Hours)
| 1:00 pm | ETHICS SCENARIO #1: The Stalking Horse
Discuss Golden Rule of Negotiation– Design an Offer Concession Strategy
|
| 1:45 pm | ETHICS SCENARIO #2: “The Planted Oil”
Discuss Golden Rule of Negotiation – Information Is Power – So Get It!
Discuss Golden Rule of Negotiation – Maximize Your Leverage
Best Alternative To a Negotiated Agreement (BATNA) |
| 2:30 pm | ETHICS SCENARIO #3: The “False” Promise
Discuss Golden Rule of Negotiation – Employ “Fair” Objective Criteria
Discuss Golden Rule – Control the Agenda
|
| 2:55 pm | NEGOTIATION “GAMES” AND ETHICS LATZ’S 8 GOLDEN RULES OF ETHICS
|
| 3:00 | Adjourn |
Fee Negotiation Strategies with Clients & Potential Clients
What do you say when a long-time client asks you to write off 15% of its last bill, indicating its board has directed it to cut its bills significantly this quarter? Should you negotiate price first or last?
Or what if you’re in a reverse auction at a potential client’s offices, and you notice a competitor firm in the conference room next to you?
How much of a discount should you provide – if any – if a good client is considering bidding out itsservices, or bringing most of its work in-house, or requests an alternative fee arrangement (AFA) like a set budget?
This negotiation training program focuses on fee negotiations with clients and potential clients. Even if attendees have been negotiating for years, they’ll leave this program with new strategies for their next fee negotiation. This program also includes an interactive one-on-one fee negotiation simulation for the participants along with time for the participants to learn from each other (an important element when teaching more experienced practitioners).
Strategies, Techniques and Tactics Attendees Will Learn
- Latz’s 5 Golden Rules of Fee Negotiations
- Ways to Keep Your Clients from Bidding Out Your Services
- How to Negotiate in Reverse Auctions
- Strategies to Use “Objective” Standards in Fee Negotiations
- Offer-Concession Strategies involving Fee Discounts
- Managing the Fee Conversation/Agenda with Clients
LENGTH: Half-day or Full-day
References and past participant comments about this program and Latz are available upon request. More are available here.
Contact us for more details, and to create your customized training program.
How to Say "No" and Preserve the Relationship
Contact us for more details, and to create your customized training program.
2-on-1 Coaching Sessions
INDIVIDUAL COACHING in a controlled environment
GOAL: Improve the participants’ skills through specific, individualized feedback and advice in a controlled negotiation environment to ensure the individuals are applying proven research-based strategies and tactics.
To take the participants’ skills to the next level, it’s critical to focus on each individual’s strengths and weaknesses and engage in a constructive evaluation of a negotiation in which they practice their negotiation skills. This continuous quality improvement process is crucial for changing the participants’ mindsets and behavior from instinctive to strategic based on the experts’ research.
In my coaching sessions involving two participants, each participant will:
- Prepare for the session by independently reviewing one side of an already developed negotiation simulation and develop a strategic negotiation plan prior to the live session;
- Negotiate with one of their colleagues during the live session in a pre-assigned 30-minute one-on-one negotiation with me observing both parties and taking detailed notes on their strengths and weaknesses; and then
- Debrief in the final 30 minutes, where we will discuss in detail what each did well and how each can improve.
References and past participant comments about this coaching and Latz are available upon request.
“I wish I had taken this course earlier, both for personal negotiations and negotiations as an attorney.”
People Taught Negotiation Skills
Years Of Experience
Books on Negotiation Published
Founder of Latz Negotiation
Learn From an Expert
One of the most respected and recognized voices in the negotiation space today, Marty Latz is an author, international speaker, and the founder of LATZ Negotiation. Since 1995, Latz has taught more than 100,000 lawyers and business professionals around the world how to negotiate more effectively – including in Hong Kong, London, Beijing, Shanghai, Singapore, Prague, Brussels, Seoul and Bangkok. 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.
Latz also negotiated for The White House on the White House Advance Teams and was an Adjunct Professor of Negotiation at the Sandra Day O’Connor College of Law at Arizona State University for ten years.
Author of Gain the Edge! Negotiating to Get What You Want and his latest book The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates, Latz has appeared as a negotiation expert on CBS, CNN, Fox News, MSNBC, PBS and many more. He and been interviewed or written articles for Politico, Vanity Fair, USA Today and others. He also has written a monthly negotiation column for various newspapers since 1999. Latz received his law and negotiation training at Harvard Law School, where he graduated cum laude.
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