Negotiation Ethics: How to Get Better Results with Absolute Confidence
Category: On Demand
Member Price: $200
Non-Member Price: $250
Areas of Law: Civil, Dispute Resolution
| NJ CLE: | NJ CLE information: This program has been approved by the Board on Continuing Legal Education of the Supreme Court of New Jersey for 3.3 hours of total CLE credit, including 3.3 in Ethics (Full Credits Available: NJ Ethics: 3.3). |
| NY CLE (t&nt): | NY Ethics Non-Transitional: 3.0 |
| PA CLE: | PA Ethics Credit: 2.5
New: No PACLE fee is required for this program. To earn PA CLE credits, a valid PA Bar ID number must be entered into the CLE form provided after attending the program. |
Featured Speaker
Moderator
- Martin E. Latz
- Latz Negotiations, Scottsdale
Presenters
- Hon. Bradley J. Ferencz, J.S.C. (Ret.)
- Blick Law
- Yvette Gibbons, Esq.
- Chair, NJSBA Dispute Resolution Section
Employment Compliance Strategies, LLC, South Orange - Maralee Sanders, Esq.
- Hartmann Doherty Rosa Berman & Bulbulia, Short Hills
Lawyers in over 45 states and four provinces have given Marty Latz a thumbs up — way up!
Closing the best possible deal for the clients you represent requires absolute confidence at the negotiating table - and knowing exactly where to draw the line to steer clear of professional trouble. Register today to learn directly from one of the nation’s foremost negotiation masters, Marty Latz, as he leads an expert panel of NJSBA PR actioners through the ethical minefields of high-stakes bargaining.
You’ll walk away armed with the proven frameworks you need to secure better results, negotiate with unwavering confidence, and fiercely protect your reputation while doing it
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 of 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