Here is my annual list of lessons learned and links to the columns that more extensively address these strategies. Don’t forget to implement these in 2026!
- How you communicate and the tone of your voice – your pitch, inflection, pace, volume, emphasis and general positive conversational attitude and sound – change what you will get in negotiations.Read more.
- Negotiating with friends can be incredibly challenging. So, take a breath, consider your respective long-term interests and the relationship, and use appropriate standards. Read more.
- Disney CEO Bob Iger (Part One): Putting your ego in your back pocket, respect, maintaining focus on your long-term goals, rapport-building on issues unrelated to the negotiation, and a reputation for integrity. Each form fundamental elements of the most successful negotiations. Read more.
- Iger (Part Two): Address unrealistic expectations with independent standards, know that price may not be the real dealbreaker, use deadlines to your advantage, game for the psychological element in your offer-concession moves, and be aware of your and your counterparts’ goals and interests. Read more.
- Individual credit is due to those involved in negotiating the Israeli-Hamas deal, but the negotiation was largely driven by major strategic and military changes in the region. Read more.
- When traveling, research local norms and standards, beware of the power of social proof, and appreciate how empathy can drive behavior. Read more.
- Trump’s reputation for often making empty threats weakens his negotiation credibility and effectiveness. Read more.
- Watch the Ukraine peace negotiations by evaluating the parties’ fundamental goals and interests – especially as their war leverage on the ground changes. Read more.
- Tennis superstar Jimmy Connors’ secrets to success can help all of us as we negotiate our way in life. Read more.
- Your willingness to go with your Plan B – even if it’s really bad – can strengthen your negotiation leverage. China in the tariff negotiations knows this well. Read more.
- Pursuing war or peace may require sending different and seemingly inconsistent signals at the same time. Your goals and interests should drive how you make and implement this strategic decision. Read more.
- Knee rehab and negotiation seemingly have nothing in common. But they do. Goals. Commitment. Strategic plans. Checklists. Outside experts. Even debriefing. Both benefit from these. Read more.
- When hiring professional negotiators, consider their strategic approach to the process and how they differentiate from your alternatives/Plan Bs. Read more.
- Top real estate agents know negotiations involve benchmarks and comps, the power of the written word, and the importance of showing off their negotiation abilities – but few put all these together. Read more.
- AI is an incredible resource you can use to improve your negotiation results, initially by helping you develop more comprehensive and effective Strategic Negotiation Plans. Read more.
- AI can be a virtual negotiation coach with fairly effective real-time advice and help identify lessons learned in your debriefing. Use it to take your skills and results to the next level. Read more.
- Evaluate the power of precedent AND the power of relationships in your negotiations. Both are impacting millions of lives in today’s government shutdown. Read more.
- In real estate sales negotiations, do your homework, set an aggressive first move, step into your counterpart’s shoes, and remember – leverage trumps standards. Read more.
- Where you sit at the negotiation table – plus the shape of the table – can positively or negatively impact your ability to get the deal done. Read more.
Latz’s Lesson: Incorporate these lessons into your Strategic Negotiation Plans in 2026! Better results will follow.real estate sales negotiations,
* Marty Latz is the founder of Latz Negotiation, a national negotiation training and consulting company that helps individuals and organizations achieve better results with best practices based on the experts’ research. He can be reached at 480.951.3222 or Marty@LatzNegotiation.com.