Master Series presented by the Illinois State Bar Association
Live Webcast
Wednesday, November 11, 2026
1:30 – 3:35 p.m.
2.0 hours MCLE credit, including 2.0* hours Professional Responsibility MCLE credit in the following category: Professionalism, Civility, Legal Ethics, or Sexual Harassment Prevention credit
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.
Program Speakers:
Martin Latz, Latz Negotiation, Arizona
Michael R. Lufrano, Chicago Cubs, Chicago
Terri L. Mascherin, Jenner & Block, LLP, Chicago
Eric A. Sacks, Illinois Attorney General’s Office, Chicago
About Martin Latz: Mr. Latz is one of the world’s leading experts and instructors on negotiating techniques. Since 1995, he has taught over 200,000 lawyers and business professionals how to more effectively negotiate - including in Hong Kong, London, Beijing, Shanghai, Singapore, Brussels, Prague, Seoul and Bangkok. A Harvard Law honors graduate, Marty will help make you a better negotiator. An Adjunct Professor – Negotiation at Arizona State University College of Law from 1995 to 2005, Marty also advises and negotiates on behalf of a wide range of private and public entities. From 1993–1995, he negotiated for the White House nationally and internationally on the White House Advance Teams. Marty is the author of Gain the Edge! Negotiating to Get What You Want, The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates, and his new book, Pearls of Negotiation Wisdom: 155 Strategies for Success in Life. He has appeared as a negotiation expert on CBS, CNN, MSNBC, and FOX and has been recognized as an expert in USA Today, POLITICO, US News & World Report, The Economist and other publications. He has also written a negotiation column for various newspapers since 1999. For more on Latz and to check out his Substack columns, visit www.LATZNegotiation.com.
*Professional Responsibility MCLE credit subject to approval
For best practices, before attending the program using ISBA's Zoom platform, please visit our Technical Support page.
Program Information
- Fees:
- ISBA Member - $70
- Non-Member - $140
- New Attorney Member (within the first five years of practice) - $25
- Law Student Members - Free
- Special pricing is available for Legal Service Attorneys.
- If you cannot attend the live web event, a full refund is available, if you cancel your registration up to the start of the live web event on the program page in your “My CLE Account”.
- Please Note: MCLE credit is available to registrants only on the day of this live event – and you must attend the entire program to earn MCLE credit. All registrants will receive access to a recording of the event a few days after the program, but credit is NOT available for the recording.
