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This site is dedicated to those looking for better results from their negotiations. Please read through columns and blog entries by Expert Negotiator Marty Latz. If you are looking for the Expert Negotiator Software, please contact marty@latznegotiation.com.

Confidence and Success Come From Knowledge and Practice

“I hate to negotiate,” some of my seminar participants tell me. “It makes me anxious, and I just don’t like horse-trading. What can I do?” “Treat it like a game,” I tell them. “Don’t take it personally. And study it so you will be able to recognize what’s being done...

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The Power of Preparation Always Makes a Difference

What is the most universally ignored but most effective negotiation tool? Preparation. I conclude every one of my seminars with this statement: “Prepare, Prepare, Prepare. It’s guaranteed to succeed. The more you prepare, the better you will do.” Most people fail to...

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Don’t Cut to the Chase

A small business owner with a huge potential opportunity in a negotiation with a large company contacted me recently and asked how to respond to the company's request that he make them an offer. He told me the company had a meeting scheduled for the next day and he...

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Past Relationships Matter

My wife lost her cell phone antenna two days ago as she hiked through the woods near our house. Without the antenna, her cell coverage is extremely poor. So she stopped at a Radio Shack in town yesterday to see if she could get a replacement antenna at a reasonable...

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Negotiating Nice Pays Off

I was exhausted. I had been forced to take the redeye flight from Seattle to Houston in order to make a 10 a.m. meeting and arrived at the hotel at 6:30 a.m. with only a few hours intermittent sleep. I also had been forced to keep my hotel reservation for the night...

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Limited Authority Counterstrategies

Neil, the Service Consultant at the car dealer, said he would "love to provide me with a free loaner car" while they rebuilt my Chevy Tahoe's transmission, but that his "boss won't let him." Neil said he doesn't "have the authority." I said I understood but felt that,...

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Diligence and Patience Will Often Pay Off

Jim Collins in his heavily researched bestseller, Good to Great -- Why Some Companies Make the Leap ... and Others Don't, found that transforming a good to a great company involved "getting the right people on the bus (and the wrong people off the bus) and then...

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Mediation Can Break Impasses

"With Mediator, Boeing and Union to Renew Contract Talks," read the headline in The New York Times this week. In an effort to jump-start their negotiation to resolve a 45-day strike, Boeing and the International Association of Machinists and Aerospace Workers agreed...

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Best Practices System Critical to Corporate Success

"We've had some negotiation training and many of our employees are experienced negotiators. As a result, we need advanced negotiation strategies and tactics," some of my potential negotiation training clients tell me. I usually respond with three thoughts. First, I...

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Gender-Based Tendencies Impact Salary Negotiations

Last Friday's Washington Post included a list from Carnegie Mellon Professor Linda Babcock contrasting salary negotiation differences between men and women. She has found: • Women, on average, ask for 30 percent less money than men • Men are eight times more likely...

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Goal-Setting Not Simple

"Bailout Flips Confuse Market," read the Arizona Republic headline this week in describing the U.S. Treasury Department's "scattershot" efforts to stabilize our economy. Just five weeks after Congress passed a $700 billion bailout package focused on buying troubled...

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