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 professionally produced three part seminar, Marty Latz plays Devil’s Advocate in presenting a series of ethically challenging negotiation scenarios to a blue ribbon panel that includes top notch lawyers, a judge and business professionals.
Watch the sparks fly as they:
Discuss effective – and ethical – negotiation strategies
Evaluate where to draw the line between lying and puffery
Share their secrets of successful negotiation
In Part A, Latz presents the panel with a scenario – The Stalking Horse - in which a house buyer asks a lawyer and friends to help artificially manipulate the seller’s expectations of a fair and reasonable sale price. The panel then debates the morality, ethics and effectiveness of such a strategy and evaluates whether it crosses the legal line into unethical and unacceptable behavior.
In Part B, Latz presents the panel with two scenarios – one involving a real estate transaction in which a lawyer fails to disclose highly relevant information, and one involving the blatant misrepresentation of an alternative buyer in a transaction – and the panel then debates the morality, ethics and effectiveness of these strategies.
In Part C, Latz presents the panel with two final scenarios – one a bluff in a labor negotiation and one involving a potential misrepresentation in a medical device licensing negotiation – that both raise difficult moral and ethical decisions for frontline negotiators struggling with negotiation ethics issues. The panel then debates the morality, ethics and effectiveness of these strategies.