Negotiation Tips

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NEGOTIATION EXPERT MARTY LATZ IS A FEATURED NEGOTIATION COLUMNIST FOR THE ARIZONA REPUBLIC - 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 deal with personal attacks
February 3, 2012 The Arizona Republic

Newt Gingrich has repeatedly called Mitt Romney a liar. And Romney has incessantly focused on Gingrich’s personal ethics and effectively accused Gingrich of being a sore loser.

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Auctions
Guidelines For Getting What You Want Out Of A Live Auction
March 7, 2008 — The Business Journal
Business Partner Negotiations
Try to build important partnerships
June 2, 2011 — The Arizona Republic
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
Consider Creativity, Framing in Negotiation
August 5, 2010 — The Arizona Republic
Focus on the style, strategies of person
May 6, 2010 — The Arizona Republic
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
Negotiation Strategies for Families
January 6, 2011 — The Arizona Republic
Take Softer Approach When Negotiating with Family
April 4, 2003 — The Business Journal
Fear of Negotiating
Preparing your body, mind can calm nerves
September 1, 2011 — The Arizona Republic
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
3 Steps To Smarter Deals
June 4, 2009 — The Arizona Republic
The Golden Rules of Negotiation - Best Practices for Supercharging Your Team's Performance
February 1, 2009 — Sales & Marketing Management
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 Negotiators
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 Strategies
Some pearls of wisdom from pro negotiators
July 1, 2010 — The Arizona Republic
Clear focus is one lesson in health care battle
April 8, 2010 — The Arizona Republic
Traveling? Negotiation helps to get you there
March 4, 2010 — The Arizona Republic
Negotiation Tips from the Holidays
January 7, 2010 — The Arizona Republic
"Little Guy" Can Make Deals in Tough Times
April 2, 2009 — The Arizona Republic
Strategy May Help Close Deals
December 4, 2008 — The Arizona Republic
Tough Times Require Negotiation Strategy
November 13, 2008 — The Arizona Republic
Financial Crisis Offers Lessons On Negotiation
October 3, 2008 — The Arizona Republic
In Tough Economic Times, Negotiate For Best Outcomes
February 1, 2008 — The Business Journal
Balancing Planning With Flexibility Is Key
July 13, 2007 — The Business Journal
Discounts, Fee Negotiations Present Special Challenges
December 1, 2006 — The Business Journal
Five Ways to Walk Away From the Table Feeling Good
June 4, 2004 — The Business Journal
Think Carefully About Which Negotiation Games to Play
June 6, 2003 — The Business Journal
Leaders Share Negotiation Strategies Anyone Can Use
April 5, 2002 — The Business Journal
Learn to Play the Negotiation Expectation Game
July 27, 2001 — The Business Journal
Flexibility and Timing Are Critical in Negotiations
September 22, 2000 — The Business Journal
Definitive Negotiation Tips to Keep on the Right Track
October 22, 1999 — The Business Journal
Nonverbal Communication
Body Language is Critical to Successful Negotiations
January 28, 2000 — The Business Journal
Phone Negotiations
In-person talks often best option
July 8, 2011 — The Arizona Republic
Special Tactics to Negotiate Effectively By Phone
July 15, 2008 — Latz Monthly Negotiation Column
Real Estate Negotiations
Buyers Must Strategize in Today's Sellers' Market
October 1, 2004 — The Business Journal
Renegotiation
Know When The Time Is Right To Renegotiate A Deal
August 3, 2007 — The Business Journal
Retail Purchase Negotiations
Shop Savvy 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
How technology has changed negotiations
August 6, 2011 — The Arizona Republic
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
Negotiation Skills
Communication Skills
Empathy a Critical Skill to Use in Negotiations
September 10, 2009 — The Arizona Republic
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
Get what you want: Execs share 3 secrets of the deal
November 3, 2011 — The Arizona Republic
Some wise words on dealmaking
May 6, 2011 — The Arizona Republic
McCain's Lessons on Negotiation
July 2, 2009 — The Arizona Republic
Negotiation Confidence Improves Your Results
May 7, 2009 — The Arizona Republic
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
Set your personal goals in advance
January 5, 2012 — The Arizona Republic
Bottom line: Goal best hit slowly
June 3, 2010 — The Arizona Republic
Positive Attitude and Goals Can Make a Difference
June 23, 2000 — The Business Journal
Information Gathering
Great Negotiators Research, Weigh Feelings
December 2, 2010 — The Arizona Republic
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
Dealing with Personal Attacks
February 3, 2012 — The Arizona Republic
How to deal with personal attacks
February 3, 2012 — The Arizona Republic
Dealing with Corporate Bullies
November 4, 2010 — The Arizona Republic
When to Move Up the Chain
September 2, 2010 — The Arizona Republic
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 — The Business Journal
Personality Types
Learn to detect, deal with big egos
October 7, 2011 — The Arizona Repubic
Effective Traits in Successful Negotiators
December 3, 2009 — The Arizona Republic
Effective Strategies For Dealing With Difficult People
May 4, 2007 — The Business Journal
Dealing With Angry And Vindictive Individuals
August 28, 2006 — The Business Journal
Costly Ego Just One Of The Major Negotiation Pitfalls
October 7, 2005 — The Business Journal
Effective Negotiators Exhibit Patience
September 5, 2003 — The Business Journal
Watch Out for Egos When Negotiating
January 10, 2003 — The Business Journal
Personal Styles Can Make or Break a Negotiation
August 2, 2002 — The Business Journal
Dealing With the Irrational, Real or Posed, Is Tough
December 22, 2000 — The Business Journal
Knowing Your Opponent Critical in Solving Disputes
July 23, 1999 — The Business Journal
Preparation
Take Time to Plan Strategy, Negotiate
November 5, 2009 — The Arizona Republic
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
Understanding the Other Party
If Talks Turn Unpredictable, Use These Three Tips
February 4, 2010 — The Arizona Republic
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
Written Agreements
Know How to Proceed When Talks Take a Write Turn
October 4, 2002 — The Business Journal
Negotiation Techniques
Agenda, Controlling the
Negotiate How You Negotiate
February 11, 2011 — The Arizona Republic
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 — The Business Journal
Good Cop/Bad Cop
‘Good Cop/Bad Cop’ Can Provide Helpful Leverage
August 6, 2009 — The Arizona Republic
Imaging
Painting Pictures Improves Negotiation Effectiveness
May 7, 2004 — The Business Journal
Impasse Breaking
Negotiation impasse has some value
April 14, 2011 — The Arizona Republic
Here Are 10 Ways to Break Through a Late Impasse
August 27, 1999 — The Business Journal
Leverage
Building Leverage When It’s Weak
October 7, 2010 — The Arizona Republic
Leverage is Key to Sealing Business Deals
October 1, 2009 — The Arizona Republic
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
Limited Authority
Lock-Outs
Locking Out is Bad Negotiation Tactic
April 9, 1999 — The Business Journal
Offer-Concession Strategies
Learn how to give and receive
December 1, 2011 — The Arizona Republic
Explore, identify and evaluate those unrealistic expectations
March 3, 2011 — The Arizona Republic
Obama Learns Lesson in Negotiation Tactics
March 5, 2009 — The Arizona Republic
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 How 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
Threats
Learning How to 'DEAL' With Threats in the Workplace
June 1, 2007 — 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
Walkouts
Walkouts Present Risk in Negotiation Strategies
November 24, 2000 — The Business Journal

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