News & Resources


Negotiation Ethics: Winning Without Selling Your Soul

Martin Latz, Esq.
Live in Chicago and via video conference in all other Quarles & Brady locations

Lunch: 11:30 - 12:00 p.m. CT

Program: 12:00 - 1:00 p.m. CT

Program Overview: 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 legal seminar, leading negotiation instructor Martin Latz plays Devil’s Advocate in presenting and leading an interactive discussion concerning a series of ethically challenging negotiation scenarios, then links the discussion to critical negotiation strategies. In this way, participants begin to more fully appreciate the strategic principles of negotiation, while also learning how to effectively maintain their reputations as ethical negotiators. Latz will also show several video clips of individuals implementing various strategies—and then will analyze these videos. Each scenario will be analyzed on three levels:

  • whether it was moral;
  • if it crossed the ethical line under the Rules of Professional Conduct in that jurisdiction or violated some other legal restriction (like fraud); and
  • its level of effectiveness.

Participants will learn in this program:

  • how to ethically and effectively avoid answering certain questions and how to share strategic information in high-stakes legal negotiations;
  • what type of information lawyers must ethically and legally share in various legal negotiation environments;
  • where lying and/or “bluffing” crosses the legal line;
  • what constitutes puffery—and what does not;
  • how to skillfully and ethically play their leverage cards; and
  • Latz’s Eight Golden Rules of Negotiation Ethics.

Who Should Attend? This seminar is designed for in-house counsel and other interested corporate executives.

We will apply for 1.0 hour of ethics continuing legal education credit in Florida, Illinois, Indiana, Virginia, and Wisconsin. We will issue a Certificate of Attendance to Arizona attendees as the State Bar of Arizona does not approve or accredit CLE activities for the Mandatory Continuing Legal Education requirement.

If you are member of another jurisdiction that does not honor CLE credit from AZ, FL, IL, IN, VA, or WI, we will be happy to provide the materials needed in order for you to apply for CLE credit. Please contact Donna Key, our CLE Coordinator, at [email protected].

Questions? Please contact Shannon Resnick at (312) 715-5065 or [email protected].

Quarles & Brady reserves the right to limit or restrict attendance to the program.

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