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Negotiation Lessons from the Iran Nuclear Deal by Martin Latz

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Martin E. Latz,  |  Paul F. Eckstein,
1 Hour 59 Minutes
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• The history making U.S./Iran negotiations forms the crucible from which Marty Latz evaluates the most critical features of this momentous negotiation. 

• Latz applies the same templates comprising his "Golden Rules" of negotiation to determine what went right, where our approach was flawed, and why.   

• Marty Latz's overriding lesson is that the same negotiation techniques and principles are applicable whether one is embroiled in a major international dispute or in the everyday settlements that the average lawyer encounters.  This is exactly why the value of these lessons to a lawyer cannot be overestimated. 



1.      Negotiation Mistakes the U.S. Made - and How You Can Avoid Similar Ones

2.      How the U.S. Weakened its Leverage

3.      The Impact of Deadlines and How to Manage Them

4.      Strategies to use in Multi-Party Multi-Cultural Negotiations

5.      The Benefits of NOT Having Authority to Negotiate

6.      The Power of Rapport-Building

7.      Ways to Explore Common Interests in Highly Adversarial Settings

8.      Tactics to Deal with Untrustworthy Counterparts

9.      Methods to Manage the Impact of 3rd Parties on Negotiations

10.    Strategies to Evaluate if an Agreement is "Fair"     




Martin E. Latz's Profile

Martin E. Latz Related seminars and products: 4

MARTY LATZ is the founder of Latz Negotiation and 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. A Harvard Law cum laude graduate, Latz is the author of Gain the Edge! Negotiating to Get What You Want and the new book The Reality of the Deal – An Eye-Opening Look at How Trump Really Negotiates. He has appeared as a negotiation expert on CBS’ The Early Show and such national business shows as CNN’s 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 40,000 readers per month. He also taught as a Teaching Fellow at Harvard’s Kennedy School of Government, where one of his students was former President Barack Obama. 

Paul F. Eckstein's Profile

Paul F. Eckstein Related seminars and products: 3


Perkins Coie LLP

Paul Eckstein's practice is focused on civil litigation (including appellate matters) involving commercial, legal malpractice, constitutional, Indian law and political law issues. He also frequently serves as a mediator and arbitrator. He also teaches Constitutional Law at the Sandra Day O’Connor College of Law at Arizona State University. 

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