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 these three separate and standalone telephone seminars, national negotiation expert Marty Latz will discuss a series of ethically challenging negotiation scenarios.
Each scenario will highlight three levels of analysis:
§ Morality Is it right to engage in certain behavior?
§ Ethics Is it ethical under the Rules of Professional Conduct and/or legal?
§ Effectiveness Does it work?
Latz will discuss this within the framework of the critical negotiation strategies underlying them, including Latz’s Five Golden Rules of Negotiation.
You also will learn in these sessions 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
§ Apply Latz’s 8 Golden Rules of Negotiation Ethics
§ Implement various bluffing techniques
§ Counter “negotiation games” some parties use
Comments on Latz’s Negotiation Ethics programs:
“Excellent seminar, very useful. I especially enjoyed the distinctions made regarding the moral, ethical and legal obligations of attorneys.”
Stephen Combs, Morris Manning & Martin, Atlanta
About Martin Latz
ABC News’ This Week anchor George Stephanopoulos has called Marty Latz “one of the most accomplished and persuasive negotiators I know.” The founder of Latz Negotiation Institute, Latz is one of the nation’s leading experts and instructors on negotiation. Since 1998, over 25,000 lawyers and business professionals have taken his seminars and have consistently given them the highest praise.
An Adjunct Professor – Negotiation at Arizona State University College of Law, Latz also advises and negotiates on behalf of a wide range of private and public entities. From 1993–1995, he negotiated for the White House nationally and internationally on
the White House Advance Teams.
A Harvard Law honors graduate, Latz is the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press, 2004), and has appeared as a negotiation expert on CBS’ The Early Show and such national business shows as Your Money and First Business. He also writes a monthly negotiation column for The Business Journal of Phoenix.
For more on Latz and to check out his negotiation columns, visit www.NegotiationInstitute.com.
