Negotiation Ethics: Winning Without Selling Your Soul

A powerful negotiation reputation is one of your most valuable professional assets—and once damaged, it can be nearly impossible to restore. This engaging, interactive CLE program challenges attorneys to think more strategically about how their choices at the bargaining table shape both outcomes and long‑term credibility. Through a series of ethically complex negotiation scenarios, our speaker, Martin Latz, plays devil’s advocate to provoke deeper analysis, guide discussion, and connect each dilemma to core strategic principles of negotiation. Real-world scenarios are examined on three important levels: whether the conduct was moral, whether it crossed the ethical line under the Rules of Professional Conduct or violated another legal restriction such as fraud; and whether the tactic was effective in achieving the negotiator’s goals. The program also incorporates a variety of video clips to demonstrate negotiation strategies in action, giving attendees a chance to analyze technique, evaluate decision‑making, and identify the subtle moves that build (or erode) trust. Attorneys with all levels of practice experience who attend this online seminar will learn how to:

• Avoid answering certain questions ethically and share strategic information in high‑stakes negotiations;
• Identify information that must be disclosed under ethical and legal rules;
• Recognize where lying or bluffing becomes unlawful;
• Distinguish puffery from prohibited misrepresentation;
• Use leverage ethically and effectively; and
• Apply Latz’s Eight Golden Rules of Negotiation Ethics to real practice.