Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM
Best Negotiation Books of All Time

Best Negotiation Books of All Time

A colleague recently asked me to recommend the best negotiation book ever – other than my own, of course (Gain the Edge! and The Real Trump Deal). Here are my top two general negotiation books plus my top two more niche-oriented negotiation books. Get Book 1....
4 Ways to Negotiate More Efficiently

4 Ways to Negotiate More Efficiently

“How can we more efficiently negotiate our deal terms and conditions? It can take months for our lawyers to go back and forth on the documents, and the business teams get frustrated. We’ve even lost some deals as a result. Can’t we do this more efficiently?” A large...
6 Winning Negotiation Lessons from Game of Thrones

6 Winning Negotiation Lessons from Game of Thrones

6 Winning Negotiation Lessons from Game of Thrones By Marty Latz “This will be a difficult negotiation. We’re sitting down with people who want to see us both headless… You need to take your enemies’ side if you’re going to see things the way they do. And you need to...
Clothes Envy Makes a Difference in Deal Making

Clothes Envy Makes a Difference in Deal Making

Are you dressing for success? A recent study reveals how clothing can be a big deal in deal making, but probably not in the way you suspect. My 13-year-old son recently joined me at a conference that included leading figures from a wide variety of fields – the common...

Golden Rule Five: Control the Agenda

Agenda control constitutes a critical element in all negotiations. If, when and how we address issues affects our results. So does setting the appropriate atmosphere in which to most effectively explore the substantive issues. Learn how to set up your agenda to get the results you seek.

Latz’s Lessons: Best of 2018

Latz’s Lessons: Best of 2018

Latz’s Lessons: Best of 2018   Last year I shared the inaugural Latz’s Lessons – a compilation of the crucial lessons from my 2017 monthly columns. Here’s the 2018 edition, with a few extras from previous years included too. And in case you missed my...

Golden Rule Four: Design an Offer-Concession Strategy

The most common question raised in my negotiation seminars is “When, if ever, should I make the first offer?” The second most common question is “How far should I move for my next concession?” This Golden Rule takes the guesswork out of when, where, and how to make...