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Negotiation Ethics: Winning Without Selling Your Soul

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In this program, national negotiation expert Marty Latz will present a series of ethically challenging negotiation scenarios from a variety of legal negotiations and will lead a discussion/debate on each that will highlight three levels of analysis, all of which impact your reputation.

  • 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?

Interspersed with your comments will be the insights provided – on video – by veteran business executives, lawyers and politicians, including former CEO and President of Dial Corp. Mal Jozoff, former Vice President of AT&T Mary Upchurch, and former Arizona Attorney General Terry Goddard.

You also will learn in this seminar 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

NOTE TO PREVIOUS LATZ NEGOTIATION ETHICS PROGRAM ATTENDEES: This program involves different ethics scenarios from Marty’s 2023 program “Negotiation Ethics: Winning Ethically and Effectively,” but it does have some overlap from that program.

CLE Pending


12:00 – 2:00 p.m. CT; 1:00 – 3:00 p.m. ET | Houston; Webcast



Founder of the Latz Negotiation
Martin Latz

This information is provided by Vinson & Elkins LLP for educational and informational purposes only and is not intended, nor should it be construed, as legal advice.