Ethics

Title: Winning Without Selling Your Soul
A Roundtable on Ethical Negotiation

Format: DVD (3 Hours) > VHS Version

Price: $199.00 > Contact Us to purchase

Description: 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.

This videotape shows you how to effectively negotiate to get what you want - without sacrificing your reputation.

Learn how to:
  • Avoid sharing strategic information
  • Create leverage where none appears to exist
  • Signal a reluctant willingness to concede
  • Skillfully play your leverage cards
  • Use agents to insulate yourself
Learn the importance of:
  • Setting goals – and focusing on them throughout the negotiation process
  • Maintaining objectivity and avoiding emotionalism that can jeopardize your success.
  • Remaining open to alternative solutions
  • Using neutral experts
  • The value of future relationships
Panelists:
Martin E. Latz, Latz Negotiation Institute, Scottsdale, Arizona

Paul F. Eckstein, Esq., Chairman of Brown & Bain, P.A., Phoenix

Arizona Attorney General Terry Goddard (former Mayor of Phoenix)

Richard Hannon, Senior vice President of Marketing and Provider Affairs, BlueCross/Blueshield of Arizona

Malcolm Jozoff, former Chairman, President and CEO of The Dial Corporation Chairmand and CEO of Lenox, Inc., and President of Proctor & Gamble’s worldwide healthcare sector

Michael D. Kimerer, Esq., Managing Partner, Kimerer & Derrick P.C., Phoenix

Daniel R. Ortega, Jr., Esq., Partner, Roush McCrackent Guerrero Miller & Ortega, Phoenix

Maricopa County Attorney, Richard M. Romley

Mary P. Upchurch, Vice President-Integrated Services for AT&T, Phoenix

Hon. Roberta Voss, former Representative in the Arizona Legislature

Dean Patricia D. White, Arizona State University College of Law

Available in both DVD and VHS