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DOWNLOADABLECourse Materials

TexasBarCLE.com800.204.2222 x1574

Education by the Bar, for the Bar

MCLE CREDIT6 Hours (1 Ethics)

How to Say “No” and Preserve the Relationship

LIVE Austin • September 13, 2017 • Texas Law Center

LIVE Webcast • Watch from your computer or mobile device!

About Latz’s seminars and writings: “Marty Latz is one of the most accomplished and persuasive negotiators I know. In [his book] Gain the Edge! You will see why.”• George Stephanopoulos, Anchor ABC News This Week with George Stephanopoulos

“Best CLE program I’ve attended in 25 years! Very practical & insightful. Well organized & well presented. Loved it!!!”• Amy Greaves Williams, Houston, TX, Doherty & Doherty LLP

“I brought a briefcase full of work to do assuming I’d be bored and didn’t even touch it. Fun, informative, great stories.”• Kari Samuels, Philadelphia, PA, Gibbons Del Deo

Marty Latz, Esq.National SpeakerAdjunct Professor – Negotiation 1995 - 2005Arizona State Univ. Law

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MCLE CREDIT

6 Hours (1 Ethics)MCLE Course No: 928001197Applies to the Texas Bar College and the Texas Board of Legal Specialization in Civil Appellate Law, Civil Trial Law, Family Law, and Personal Injury Trial Law.

TexasBarCLE presents

LIVE AustinSeptember 13, 2017Texas Law Center

Register by August 30 to save $50!

-OR-

Watch from your computer or mobile device!

LIVE Webcast September 13, 2017

No discounts apply for the webcast.

Wednesday6 hours including 1 ethics hour

8:00 Registration Coffee & Pastries Provided

9:00 Introduction - The "Family Negotiation Story" .25 hr

Martin E. Latz, Scottsdale, AZ Adjunct Professor Arizona State University, Sandra Day

O'Connor College of Law

9:15 Participants Challenges in Saying "No" .25 hr

9:30 Latz’s Five Golden Rules in How to Say "No" and Preserve the Relationship .5 hr• Information and interests are key-

don’t jump to “No”• How to explore mutual interests• Ways to open up and share more to

strengthen relationships

10:00 Preparing a Strategic Plan to Say "No" .5 hrIndividually select an example and prepare a strategic plan based on taught elements to say “No.”

10:30 Break

10:45 Latz’s Five Golden Rules (cont'd) .25 hr

• Understanding the meaning of “No”• When to say “No” and when to say

“Yes”

11:00 Continue to Prepare a Strategic Plan to Say "No" .25 hr

11:15 Negotiation Ethics - Part I .5 hr ethics including discussion of the 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?

How to Say “No” and Preserve the Relationship

11:45 Networking Lunch Provided

12:45 Latz’s Five Golden Rules (cont'd) .25 hrPowerful standards that lessen the negative impact of “No.”

1:00 Continues to Prepare a Strategic Plan to Say "No" .25 hrIndividually prepare a strategic plan based on taught elements to say “No.”

1:15 Negotiate One-on-One Exercise .5 hr

1:45 Debrief Exercise .5 hrElements that worked well, not well and how to improve in the future.

2:15 Latz’s Five Golden Rules (cont'd) .75 hr• Ways to frame a “No” with a yesable

offer• Language to psychologically make them

feel good when hearing “No”• When to involve others in the “No”

conversation• How to control the setting to improve

the relationship• Impasse-breaking strategies if you say

“No” you reach impasse

3:00 Break

3:15 Preparing a Strategic Plan to Say "No" .25 hrPrepare a strategic plan based on taught elements to say “No.”

3:30 Negotiate One-on-One Exercise .25 hr

3:45 Debrief Exercise .25 hrElements that worked well, not well and how to improve in the future.

4:00 Negotiation Ethics - Part II .5 hr ethics 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 Adjourn

ABOUT MARTY LATZ

Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, 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, Sandra Day O'Connor 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 has appeared as a negotiation expert on CBS’ The Early Show and such national business shows as Your Money and Fox Business. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to almost 30,000 readers per month.

For more on Latz, visit www.NegotiationInstitute.com.

How you say “No” to your client, partner, boss, or business colleague can make or break your career. Yet most people instinctively or intuitively blurt out “no” or take just a few minutes to consider it before jumping headfirst into a potential make or break moment. In this program you will shift your mindset and behavior from instinctive to strategic based on the experts’ proven research. Next time you face this situation, you will systematically think about which strategies to use and have a strategic framework within which to approach it. How you say “no” will then be based not only on your own experiences, but on the collective experiences of the best negotiators in the world and on the most up-to-date research.

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F Y I TexasBarCLE.com

Ways to Save on This Course!

WEBCAST ONLINE REGISTRATION

Location Information

LIVE AustinTexas Law Center1414 Colorado StreetAustin, TX 78701(800) 204-2222, x1574TexasBarCLE.com

Need a hotel room? We suggest:

Doubletree Guest Suites 303 W. 15th StreetAustin, TX 78701(512) 478-7000austinsuites.doubletree.com

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The State Bar of Texas has a preferred rate at the hotels listed; rate is based on availability. Mention corporate ID number 560034650.

TexasBarCLE Planning TeamKandi Botello ................................................ Program PlannerMichelle Townley .............................. Sr. Program CoordinatorBrandy Lewis ............................ Written Materials CoordinatorKathy Kasper ................................................ Meeting Planner

State Bar of TexasG. Thomas Vick, Jr. .................................................. PresidentRehan Alimohammad ................................ Chair of the BoardJoe K. Longley .................................................. President-ElectFrank Stevenson ............................... Immediate Past PresidentBaili B. Rhodes .................................................TYLA PresidentHon. Xavier Rodriguez ..........................Chair, CLE CommitteeGary L. Nickelson ....................... Chair, Board PDP CommitteeMichelle E. Hunter ...................................... Executive DirectorHedy Bower ...........................................Director, TexasBarCLE

Meet the August 30 Deadline and Save $50because early registrations help us ensure that sufficient course books, seating, and refreshments are available. Course materials and seating will be reserved for preregistrants until the start of the first topic.

Earn Discounts by Registering Five or Morefrom your firm or agency. Contact Firm & Group Sales Manager Laura Angle at 512-263-2802 or laura.angle@texasbar.com

Scholarship InformationTexasBarCLE offers scholarships for live courses, video replays, online classes, and webcasts. To apply or learn more, call 800-204-2222, x1490, Mon-Fri 8am-5pm CT. Please apply at least two weeks prior to any live/video replay course or at least one week prior to any webcast or online class.

Active Texas State, County, and Federal Judges, Administrative Law Judges, Hearing Examiners, and Judge's Staff Attorneys may attend for free, provided: (1) the course directly relates to the judge's/tribunal's jurisdiction, (2) the judge is a full-time judge or retired under a judicial retirement system and (3) space is available for all paying registrants. This privilege does not extend to prosecutors, receivers, trustees, other court staff, or persons serving part-time in a judicial capacity. Actual attendance is required to receive course materials.

Parking Informationis subject to change and does not guarantee available space. Parking is available at the Moody/Deloitte Bank Building at 400 W. 15th Street for $15 per day. The Capitol Visitors Parking Garage at 1201 San Jacinto Street has public parking for $12 per day.

If You Need Special Accommodations to Attend or Have a Food Allergy, please contact us as soon as possible at 800-204-2222 x1751.

Registered but Can't Attend? Still Earn MCLE Creditand receive course materials by taking the course online later. If you wish a refund instead, mail or fax (512-427-4443) your request so that we receive it at least one business day before the program.

FREE TO OUR REGISTRANTS! Online Videos and MP3s of the Topicswill be available to registrants 6-8 weeks after the course. Provide your e-mail address when preregistering to be notified when and how these benefits may be accessed. (Note: Presentation lengths may vary from that which was advertised.) There's no extra charge; as a registrant, you're already entitled!

Interested in Sponsoring or Exhibiting at this Course or Others? Contact Julie Marshall at 512-427-1797 or julie.marshall@texasbar.com.

Policy of ImpartialityThe State Bar of Texas does not endorse political candidates. When a candidate for the public office is included in promotion for or participates in a TexasBarCLE event, the State Bar is not taking a position for or against anyone's candidacy.

How to Register for the WebcastWebcast registration is only online and by using a credit card. Go to TexasBarCLE.com and click on Webcasts. Then under the listing for How to Say No and Preserve the Relationship, click Register for Webcast. Mail, fax, or phone registrations will not be accepted.

Webcast Registration Fee and Course MaterialThe fee is $295 per webcast registrant. Course materials are included as PDFs for viewing, downloading, or printing during and after the webcast.

Claiming MCLE CreditFor the webcast, the MCLE number will be provided to you online at the conclusion of your viewing, along with instructions on how to claim your MCLE credit while still online.

Replaying the Webcast on Your Computer About a week after the webcast, webcast registrants will have 9-12 months to finish viewing or reviewing the program online.

For group viewings of a webcast, contact Firm & Group Sales Manager Laura Angle at 512-263-2802 or laura.angle@texasbar.com.

NON PROFIT ORGU.S. POSTAGE

PAIDPERMIT NO. 1804AUSTIN, TEXAS

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P.O. Box 12487

Austin, TX 78711-2487

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ONLINETexasBarCLE.comcredit card only

PHONE800-204-2222, x1574during business hourscredit card only

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REGISTERINGFIVE OR MORE?E-mail Laura Angle at laura.angle@texasbar.comfor group discount information.

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MP3 files of topics will be downloadable from TexasBarCLE.com 6-8 weeks after the course. For information on other course products, contact our Flash CLE service at 800-204-2222, x1575.

QUESTIONS?800-204-2222, x1574 • 512-427-1574

JP

How to Say “No” and Preserve the RelationshipLIVE Austin • Sept. 13, 2017 LIVE Webcast • Sept. 13, 2017

How to Say “No”and Preserve the Relationship

How to Say “No”and Preserve the Relationship [8340]LIVE Austin September 13, 2017¡ Regular Registrant ....................................... $345 Take $50 OFF: Register by August 30, 2017

I may attend complimentary because I am (see p. 3):¡ Qualifying judge ¡ Judge’s staff attorney

I am entitled to 1 or 2 discounts on the Course:¡ $50 OFF because I am registering by the August 30 deadline. (If by mail, date of postmark will be determinative.)

$25 OFF because (choose 1 box only) I’m a member of the:¡ Texas Bar College ¡ Paralegal Division

Written materials will be provided as a PDF download only. You must be a registered user of TexasBarCLE.com to access the download. Becoming a registered user is free, open to the public, and only takes a moment! Note: Please download the materials before you arrive at the course, since internet access may be limited.

LIVE WEBCAST ($295) September 13, 2017To register for the webcast, please do not use this form. Instead, register online at TexasBarCLE.com. No discounts apply for the webcast.