Negotiation Tips

NEGOTIATION EXPERT MARTIN LATZ IS A FEATURED NEGOTIATION COLUMNIST FOR THE ARIZONA REPUBLIC AND FOR ALMOST 10 YEARS PRIOR TO THAT THE BUSINESS JOURNAL - and his columns include a wealth of practical tips and tactics for how to more effectively negotiate. Here is his most recent column - along with the rest of his columns, organized by subject matter.

How to Negotiate Better in 2009
January 1, 2009 —The Arizona Republic
The New Year always provides an opportunity to reflect on the past year and make resolutions for the next.

Auctions
Guidelines For Getting What You Want Out Of A Live Auction
March 7, 2008 — The Business Journal

Business Partner Negotiations
Negotiating With Business Partners Tricky Strategy
July 8, 2005 — The Business Journal

Car Negotiations
Lowering Your Dream Car's Price Means Raising Your Knowledge
February 1, 2002 — The Business Journal

Closing the Deal
Know When It's Time To Stop Pushing And Sign The Deal
December 7, 2007 — The Business Journal
Close, Maybe, But No Cigar Until Final Commitment
October 26, 2001 — The Business Journal
When Closing Deals One Size Doesn't Fit All
July 28, 2000 — The Business Journal

Cross-Cultural Negotiations
Cross-Cultural Negotiations Present Special Challenges
December 10, 2004 — The Business Journal

Dispute Resolution
Give and Take: In Mediation, It is Important to Negotiate Effectively with the Mediator
April 18, 2006 — ABA Journal (12/1/01)
Alternative Procedures Can Beat Negotiation Impasse
January 7, 2005 — The Business Journal
At an Impasse? Try Mediation to Resolve Tough Issues
April 2, 2004 — The Business Journal

Electronic Negotiations
E-Mail Can Bring Negotiations To A Screeching Halt
April 4, 2005 — The Business Journal

Family Negotiations
Take Softer Approach When Negotiating with Family
April 4, 2003 — The Business Journal

Fear of Negotiating
Knowledge a Key to Overcoming Fear of Negotiations
September 28, 2001 — The Business Journal

Fixing Mistakes
Getting the Oops Out Of Your Negotiations Results
March 4, 2005 — The Business Journal

Gender and Negotiation
Women Experience Greater Gender Bias in Negotiations
December 5, 2003 — The Business Journal

Managing Negotiators
Change The Behavior Of Your Front Line Negotiators
January 4, 2008 — The Business Journal
Keep Eyes, Ears Open When Negotiators Are At Work
March 2, 2007 — The Business Journal
Managing Negotiators: Implementing Best Practices
October 6, 2006 — The Business Journal
Sound Management Principles Build Great Negotiator
November 4, 2005 — The Business Journal

Multiparty Negotiations
The More the Merrier in Negotiations, If You're Ready
November 1, 2002 — The Business Journal

Negotiation Ethics
Negotiations Should be Based on Truth, Moral Terms
June 13, 2003 — The Business Journal
Trust's Boundaries Best Marked in Units of Risk
May 3, 2002 — The Business Journal
Know Who You're Dealing With: Ethics Do Matter
March 1, 2002 — The Business Journal
Truth, Strategy Can Be Tough Elements to Mix
January 4, 2002 — The Business Journal

Negotiation Skills

Communication Skills
Advance Your Negotiations With the 'Big Shmooze'
October 27, 2000 — The Business Journal

Emotions, Dealing with
Pay Attention to Core Emotions to Help Negotiations
November 3, 2006 — The Business Journal
Becoming A More Emotionally Intelligent Negotiator
August 12, 2005 — The Business Journal
When Emotions Stop the Talks, It's Time to Stand Back
November 23, 2001 — The Business Journal

General
How to Negotiate Better in 2009
January 1, 2009 — The Arizona Republic
New Year's Resolutions A Good Idea For Negotiators
January 5, 2007 — The Business Journal
Olympic Games Offer Golden Rules For Negotiators
March 3, 2006 — The Business Journal
Temper Your Instinct with Strategy In Negotiations
December 2, 2005 — The Business Journal
Using Negotiation Principles Can Enhance Book Value
February 6, 2004 — The Business Journal
Make Sure to Negotiate Strategically, Not Instinctively
January 9, 2004 — The Business Journal
Negotiating Skills Give Both Players Part of the Win
November 7, 2003 — The Business Journal

Goals, Setting
Positive Attitude and Goals Can Make a Difference
June 23, 2000 — The Business Journal

Information Gathering
Collecting Facts Can Get You Where You Need to Be
May 26, 2000 — The Business Journal

Language
Metaphors, Analogies Are Useful, And Also Revealing
September 2, 2005 — The Business Journal
Choose Language When Making Offers, Concessions
February 4, 2005 — The Business Journal

Listening
Active Listening is Critical to Successful Negotiating
April 28, 2000 — The Business Journal

Location
Does Turf Matter? Negotiating Place Can Impact Deal
May 2, 2003 — The Business Journal

Negotiator Styles
How You Can Avoid Being Exploited In Negotiations
June 3, 2005 — The Business Journal
Civility is a 'Win, Win' When Doing Business
November 5, 2004 — The Business Journal
All Win: Non-Competitive Negotiations Score
January 14, 1997 — The Phoenix Gazette

Performance Improvement and Measurement
How to Evaluate, Measure Negotiation Successes
August 6, 2004 — Business Journal

Preparation
Prepare For The Moments That Define The Negotiation
February 3, 2006 — The Business Journal
Offer-Concession Strategy A Key Part Of Preparation
January 13, 2006 — The Business Journal
Preparation, Not Instinct, Key to Getting Top Results
July 5, 2002 — The Business Journal
Prepare Yourself to Parry Common Negotiation Ploys
April 6, 2001 — The Business Journal
Negotiation Preparedness Delivers the Advantage
December 24, 1999 — The Business Journal

Written Agreements
Know How to Proceed When Talks Take a Write Turn
October 4, 2002 — The Business Journal

Understanding the Other Party
Ideas to Help You Get into Your Counterpart’s Mind
March 5, 2004 — The Business Journal
Good Negotiating: Step into your Counterpart's Shoes
October 3, 2003 — The Business Journal

Negotiation Techniques

Agenda ,Controlling the
Agenda Control Aids Negotiation Process
May 25, 2001 — The Business Journal
How to Maintain an Even Hand in Negotiation Process
November 26, 1999 — The Business Journal

Agents, Using
Agents - Learn When to Use Them in Negotiations
June 22, 2001 — The Business Journal

Bluffing
The Negotiation Bluff: When, Where and How to Do It
August 24, 2001 — The Business Journal

Brainstorming
Use Brainstorming Sessions for a Palette of Options
December 6, 2002 — The Business Journal

Credibility, Establishing
Sharp Negotiators Are Aware of Status Power
January 26, 2001 — The Business Journal

Cutting to the Chase
Don't Cut To The Chase Without Doing Proper Homework
November 2,2007 — The Business Journal

Going Public with a Negotiation
Going Public Can Play Role in Outcome of Negotiations
July 2, 2004 — Business Journal

Imaging
Painting Pictures Improves Negotiation Effectiveness
May 7, 2004 — The Business Journal

Impasse Breaking
Here Are 10 Ways to Break Through a Late Impasse
August 27, 1999 — The Business Journal

Leverage

Negotiation Strategies Help Boost Leverage
September 4, 2008 — The Arizona Republic

Want to Make a Deal? Don't Let Them See You Sweat
August 15, 2008 — The Business Journal

You May Be Stronger, But Be Savvy in Using Leverage
April 6, 2007 — The Business Journal
Negotiating from Strength, Even if You Don't Have Any
April 27, 2001 — The Business Journal
Leverage: Understanding and Exercising It Is Key
August 25, 2000 — The Business Journal

Lock-Outs
Locking Out is Bad Negotiation Tactic
April 9, 1999 — The Business Journal

Offer-Concession Strategies
Nuances Of Negotiations Should Include Reciprocity, Concessions
July 7, 2006 — The Business Journal
Offer/Concession Strategy Must Reflect Ultimate Goal
February 7, 2003 — The Business Journal
Offer and Concession Strategies: How Much to Budge
March 24, 2000 — The Business Journal

Playing Dumb
Watch Out when Negotiating with Someone Playing Dumb
February 2, 2007 — The Business Journal

Price Negotiation, Dealing with
Consider These Factors Before Making the First Offer
September 1, 2006 — The Business Journal
Price Not Always the Best Way to Lead Off Negotiations
June 2, 2006 — The Business Journal
Market Value May Not Matter if Product, Service is Unique
August 1, 2003 — The Business Journal
Know the Value of Your Product to Your Customer
June 18, 1999 — The Business Journal
Look for Realistic Alternatives to Any First Offering
May 21, 1999 — The Business Journal

Saying No
Learn To Say 'No' And Still Preserve Relationships
September 7,2007 — The Business Journal

Splitting the Difference
'Split the Difference' Can Translate as 'Lose the Edge'
February 23, 2001 — The Business Journal

Standards
Determine Whether True 'Principles' Are Really Involved
May 2, 2008 — The Business Journal

Time Pressure
How to Use Imposed Deadlines to Your Advantage
March 7, 2003 — The Business Journal
Hold Out: Timing is Critical When Selling Companies
June 7, 2002 — The Business Journal

Threats
Learning How to 'DEAL' With Threats in the Workplace
June 1, 2007 — The Business Journal

Walkouts
Walkouts Present Risk in Negotiation Strategies
November 24, 2000 — The Business Journal

Nonverbal Communication
Body Language is Critical to Successful Negotiations
January 28, 2000 — The Business Journal

Real Estate Negotiations
Buyers Must Strategize in Today's Sellers' Market
October 1, 2004 — The Business Journal

Phone Negotiations
Special Tactics to Negotiate Effectively By Phone
July 15, 2008 — Latz Monthly Negotiation Column

Renegotiation
Know When the Time Is Right To Renegotiate A Deal
August 3, 2007 — The Business Journal

Retail Purchase Negotiations
Shop Saavy With Negotiation Strategies And Know How
April 4, 2008 — The Business Journal

Salary Negotiations
Don't Be Shy, Learn How to Negotiate, Ask for Raise
February 25, 2000 — The Business Journal
America West Dispute: What's 'Fair'?
March 5, 1999 — The Business Journal

Sports Negotiations
Check These Negotiation Elements in NHL Dispute
September 3, 2004 — The Business Journal
Fans' Squeeze Play Led to Baseball Deal
September 6, 2002 — The Business Journal
Colangelo is a Seasoned Negotiator
September 24, 1999 — The Business Journal
NBA Takes Players to Negotiation School
February 5, 1999 — The Business Journal

Team Negotiations
Negotiating As A Team Requires Strategic Planning
May 6, 2005 — The Business Journal

Technology Negotiations
Technology-Related Deals Present Special Challenges
May 5, 2006 — The Business Journal

When To Negotiate (or Not)
Know When It's Appropriate To Negotiate
October 5, 2007 — The Business Journal

Jan 04	How to Negotiate Better in 2009
By Marty Latz The Arizona Republic The New Year always provides an opportunity to reflect on the past year and make resolutions for the next....

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