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...

Golden Rule Three: Employ “Fair” Objective Criteria

“I just want what’s fair and reasonable,” a friend said in the midst of his divorce. “That’s not too much to ask, is it?” “Of course not,” I replied. “The key here, though, is how to determine what’s fair and reasonable. I suspect you have a very different perception...