Negotiation Ethics: Winning Without Selling Your Soul


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, internationally recognized negotiation expert, Marty Latz, will play Devil’s Advocate in presenting a series of ethically challenging negot iation scenarios to a blue ribbon panel of lawyers, judges and business professionals. Session will also include discussions and debates which will highlight three levels of analysis, including:

  • Morality : Is it right to engage in certain behavior?
  • Ethics: Is it ethical and/or legal under the Rules of Professional Conduct and the laws of your jurisdiction?
  • Effectiveness: Does it work?

Program will also include insights – on video - by veteran business executives, lawyers and politicians, including former CEO and President of Dial/Henkel, Mal Jozoff, Vice President of AT&T Mary Upchurch, and Arizona Attorney General Terry Goddard.

Ethics Program Features

What You’ll Learn

  • 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

Typical Negotiation Ethics Half Day Agenda

1:00 to 1:45pm

Ethics Scenario # 1 - Stalking Horse

Discuss Golden Rule of Negotiaiton - Design an Offer Concession Strategy

1:45 to 2:30pm

Ethics Scenario # 2 - The Planted Oil

Discuss Golden Rule of Negotiation - Information Is Power - So Get It!

Discuss Golden Rule of Negotiation - Maximize Your Leverage

Discuss Golden Rule of Negotiation - Employ "Fair" Objective Criteria

2:30 to 2:50pm

Ethics Scenario # 3 - The "False" Promise

Discuss Golden Rul of Negotiation - Control the Agenda

2:50 to 3:00pm

Negotiation "Games" & Ethics

LATZ's 8 Golden Rules of Ethics



Ready to Gain the Edge Fill out the form below or give us a call at 866-686-LATZ (5289)