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:
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.
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