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REGISTER ONLINE:ohiobar.org/CLE20-067

CALL TO REGISTER:(800) 232-7124

Corporate Counsel Institute: Negotiation Strategies for

Corporate Counsel

NOV 66.0 HOURSregistration infoCLE20-067

Live Interactive Webinar only

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Live Interactive Webinar

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Pre-Registration $320 $400

group discount: Three or more registrants from the same office receive $25 off per registrant. Registrations must be submitted at the same time to be eligible.

program pricing (includes electronic materials only)

The first 100 OSBA Corporate Counsel Section members will receive $75 off the registration price. To take advantage, select the check box below and deduct the discount or contact our Member Service Center at (800) 232-7124 to process your payment over the phone.

OSBA Corporate Counsel Section member

Join our full-day program featuring Marty Latz, a national negotiation expert and author of “Gain the Edge! Negotiating to Get What You Want.” You will learn how to approach negotiations with a strategic mindset and new tactics to strengthen your skill set.

The first 100 OSBA Corporate Counsel Section members will receive $75 off the registration price.

1.0 HOURProfessional Conductg

special recognition/planning committeeCorporate Counsel Section Chair: James R. Cummins, Esq.; Cummins Law, LLC; Cincinnati

speakerMarty Latz, Esq.; Founder, Latz Negotiation Institute; Scottsdale, ArizonaRenowned negotiation expert Martin E. Latz, founder of the Latz Negotiation Institute, has trained over 100,000 lawyers and business professionals around the world to negotiate more effectively, including in Bangkok, Beijing, Brussels, Hong Kong, London, Prague, Seoul, Shanghai and Singapore.

Latz was an adjunct professor of negotiation at Arizona State University College of Law from 1995 to 2005. He has also negotiated for the White House nationally and internationally on the White House Advance Teams.

Latz is a Harvard Law cum laude graduate and 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 USA Today, Politico, U.S. News & World Report, The Christian Science Monitor, The Economist, South China Morning Post and more. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and is now sent to almost 40,000 readers per month. For more information, visit www.LATZNegotiation.com.

descriptionCorporate counsel negotiate every day. In fact, your ability to effectively negotiate may be the most critical skill you possess. Whether in negotiation to settle a lawsuit, close a deal, get outside counsel to reduce their fees or even internally with your sales or purchasing departments or other internal clients, you’re negotiating constantly. Most negotiate instinctively or intuitively. This seminar will help you approach negotiations with a strategic mindset based on the experts’ proven research. 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.

As an attendee, you’ll learn the following: 1. The five golden rules of negotiation for corporate counsel.2. How to gain leverage when seemingly powerless (like with a losing case or

desperate internal clients).3. Strategies to get past “no” when the settlement or deal appears lost.4. First offer dynamics: when to make it and when to wait.5. Secrets to success with highly emotional counterparts.6. Powerful agenda control techniques, including in mediations.7. The power of deadlines and timing issues, especially at quarter or year-end.8. When to be super aggressive and when to be more collaborative.9. Strategies to generate creative solutions.10. Powerful information-gathering methods.

Attendee Bonus: As an attendee, you will receive a free email subscription to Latz’s monthly negotiation column to continue honing your skills.

In my 25 years practicing law, I estimate I have been to over 300 hours of seminars. I have also been honored to speak at seminars. The negotiation seminar you led was really the best seminar I have been to.” - Ward Bradley, Moore Taylor, West Columbia, S.C.

“In my 22 years of attending legal seminars this is the first one where I didn’t feel compelled to read a newspaper or daydream. Both content and presentation were outstanding.” - Mark Dall, Simon Property Group, Indianapolis, Ind.

Register for this course: ohiobar.org/CLE20-067 Register for this course: (800) 232-7124

Corporate Counsel Institute: Negotiation Strategies for Corporate Counsel

CLE20-067 Code: 1120

REGISTRATION FORM & TUITION ON BACK

how to registerMail To:Ohio State Bar AssociationP.O. Box 16562 Columbus, OH 43216-6562

Online: www.ohiobar.org/cle20-067 Phone: (800) 232-7124 | (614) 487-8585

Temporary Cancellation Policy: While we love to see you at our events, at this time, the health and safety of our legal community is paramount. If you are registered for a program and find you are not feeling well, please call the OSBA Member Service Center at (800) 232-7124. A customer service representative will be happy to work with you to suggest other options or to provide a full refund, if necessary.

agenda8:30 Introduction/Negotiation Story 8:40 Discuss Latz’s Golden Rules of Negotiation for Corporate Counsel

• Setting aggressive – yet realistic – end goals• Information is power – so get it!• Increasing leverage by strengthening your alternatives

10:00 Break 10:15 Negotiation Ethics – Part I (Professional Conduct) Discussion of the False Promise Corporate Counsel Scenario

• Morality – is it right or wrong?• Ethics or legality – does it cross the legal or ethical line?• Effectiveness – does it work?

10:45 Negotiation Strategies• Using objective criteria with “tough negotiators” in mediations• Using timing to your advantage

11:30 Lunch Break

12:30 Negotiation Strategies (Continued) • Designing offer-concession strategies for parties with egos• Controlling the agenda and using deadlines to your advantage

1:15 Prepare to Negotiate: Corporate Counsel Simulation• Analyzing interests vs. positions• Creatively generating options

1:30 Negotiation Simulation 2:00 Analyze Negotiation Simulation

• Evaluating lessons learned – what worked and what didn’t

2:15 Break 2:30 Discussion of Negotiation Strategies

• Problem-solving vs. competitive strategies• Impasse-breaking strategies• Countering “negotiation games”

3:30 Negotiation Ethics – Part II (Professional Conduct) Discussion of the Misrepresentation Scenario

• Morality – is it right or wrong?• Ethics or legality – does it cross the legal or ethical line?• Effectiveness – does it work?

4:00 Adjourn

negotiation exercise participants:Alan S. Wernick, Esq.; Aronberg Goldgehn; Chicago, Ill.Deborah L. Koral, Esq.; Koral Law Offices Ltd.; UniontownJoshua L. Farnsworth, Esq.; Hickory Springs Manufacturing Company; Hickory, N.C.Kevin M. Maloney, Esq.; Law Office of Kevin M. Maloney; Worthington

Supreme Court requirements have changed to accommodate busy lawyers’ schedules and most recently, to take into account the impact of COVID-19 .

All lawyers can now earn CLE credit in shorter, bite-sized segments and get live credit without ever having to leave your office under permanent changes to Gov. Bar Rule X.

In addition, attorneys, judges and magistrates reporting this year (last names M-Z), will not be subject to the 12-hour cap on self-study credit.

Learn more at ohiobar.org/CLE-Rule-Change

Whatever options you choose to meet your requirements, the OSBA’s got you covered!

Did you know the Ohio Supreme Court Commission on CLE, Gov. Bar Rule X, now offers a new CLE credit? You can earn up to 24 credit hours for approved live webinar self-study activities during a biennial compliance period. This seminar will be offered as a live webcast and will qualify for the new live interactive webinar credit. Questions? Please contact OSBA Member Services at 800-232-7124.