Negotiation Ethics with Marty Latz and New Jersey Friends
Date: Aug 6, 2026 9:00 a.m. – 12:00 p.m.
Location: Online
Member Price: $159.00
Non-Member Price: $199.00
Section Price: $0.00
Areas of Law: Civil, Dispute Resolution
Earn up to 3.3 credits, including 3.3 in Ethics! (More Information)
Keynote
Moderator
- Martin E. Latz
- Latz Negotiations, Scottsdaleis the founder of Latz Negotiations in Scottsdale, Arizona. Mr. Latz is a nationally-acclaimed expert on negotiation strategy and tactics. He has presented his training program to more than 50,000 lawyers and business professionals.
A former Adjunct Professor of Law for Negotiation at Arizona State University College of Law, Mr. Latz is a negotiation consultant and trainer for major corporations and law firms throughout the country. From 1993 to 1995, he negotiated for the White House nationally and internationally on The White House Advance Teams. Mr. 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, CNN, MSNBC and Fox and has been cited in USA Today, Politico, The Economist and other publications. He has written a monthly negotiation column for several newspapers since 1999.
Mr. Latz received his B.A., with honors, from the University of Wisconsin-Madison, where he was elected to Phi Beta Kappa, and his J.D., cum laude, from Harvard Law School. He studied under Robert Fisher, co-author of Getting to Yes: Negotiating Agreement Without Giving In.
Presenters
- Hon. Bradley J. Ferencz, J.S.C. (Ret.)
- Blick Law
- Yvette Gibbons, Esq.
- Chair, New JerseySBA Dispute Resolution Section
Employment Compliance Strategies, LLC, South Orange
Lawyers in over 45 states and 4 provinces have given Marty Latz a thumbs up — way up!
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, Martin E. Latz plays Devil’s Advocate in presenting a series of ethically challenging negotiation scenarios to a blue-ribbon panel of NJSBA members.
Watch the sparks fly as they:
- Discuss effective – and ethical – negotiation strategies
- Evaluate where to draw the line between lying and puffery
- Share their secrets of successful negotiation
Program Agenda:
- 9:00 | Ethics Scenario #1: The Stalking Horse
- Morally right or wrong?
- Ethical under the rules – or law of fraud?
- Effective as a strategy?
Discuss Golden Rule of Negotiation – Design an Offer Concession Strategy
- Recognize concession patterns
- Psychological tendency
- 9:40 | Ethics Scenario #2: “The Planted Oil”
- Morally right or wrong?
- Ethical under the rules – or law of fraud?
- Effective as a strategy?
Discuss Golden Rule of Negotiation – Information Is Power – So Get It!
- Set appropriate goals
- Get critical information
- How to avoid answering questions
- 10:20 | Ethics Scenario #3: “The Fictitious Buyer”
- Morally right or wrong?
- Ethical under the rules – or law of fraud?
- Effective as a strategy?
Discuss Golden Rule of Negotiation – Maximize Your Leverage
- Determine level of needs (Both Sides)
- Best Alternative To a Negotiated Agreement (BATNA or Plan B)
- 11:00 | Ethics Scenario #4: “The Bluff”
- Morally right or wrong?
- Ethical under the rules – or law of fraud?
- Effective as a strategy?
Discuss Golden Rule of Negotiation – Employ “Fair” Objective Criteria
- Using objective criteria with “tough negotiators”
- Offer and concession strategies, including first offer issues
- 11:30 | Ethics Scenario #5: The “False” Promise
- Morally right or wrong?
- Ethical under the rules – or law of fraud?
- Effective as a strategy?
Discuss Golden Rule – Control the Agenda
- Techniques to set the agenda
- 11:55 | Latz’s 8 Golden Rules of Ethics
- Honorable intentions make a difference
- Silence is usually golden
- Bluffing about your bottom line and your interests usually is legally acceptable
- “Puffery” couched as opinions and statements about the future most often does not cross the legal line
- The more sophisticated your counterpart, the better your position
- No harm, no foul
- Don’t risk your short or long-term reputation
- Don’t compromise your morality
- 12:00 | Adjourn
About Marty Latz
Renowned negotiation expert Martin E. Latz, Founder of the Latz Negotiation Institute, has trained over 200,000 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.
Latz - a Harvard Law cum laude graduate – is the author of Gain the Edge! Negotiating to Get What You Want and The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates (www.RealTrumpDeal.com). He has also appeared as a negotiation expert on CBS, MSNBC, CNN, FOX and his been recognized in POLITICO, USA Today, The Economist, and many other publications. 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.
For more on Latz, visit www.LATZNegotiation.com.
Thank you for your business, and I look forward to a very successful seminar for all of us. Of course, please feel free to contact me if you have any question
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 Good Morning America
“Most informative, useful and entertaining CLE in years!”
-Kirte M. Kinser, Locke Liddell & Sapp, LLP, Dallas, TX
“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, Gibbons Del Deo, Philadelphia, PA
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