Negotiation Columns

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.

Auctions

The Five Keys to Success in Reverse Auctions – Part 1

November 29, 2016 — negotiationinstitute.com

How to get your best deal in awkward reverse auction

September 7, 2015 — The Arizona Republic

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

Credibility, knowledge vital

August 3, 2012 — The Arizona Republic

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

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

Give and Take: In Mediation, It is Important to Negotiate Effectively with the Mediator

December 1, 2001 — ABA Journal

Electronic Negotiations

E-Mail Can Bring Negotiations To A Screeching Halt

April 4, 2005 — The Business Journal

Family Negotiations

Negotiation Strategies for Kids

October 24, 2016 — negotiationinstitute.com

How to negotiate, resolve a beef with neighbor

November 1, 2015 — The Arizona Republic

Kids can benefit from negotiation concepts

August 2, 2015 — The Arizona Republic

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

Rather than avoid negotiations, use your strengths

March 1, 2015 — The Arizona Republic

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

How to deal with sexist attitudes in the workplace

June 8, 2014 — The Arizona Republic

Women Experience Greater Gender Bias in Negotiations

December 5, 2003 — The Business Journal

Government Negotiations

Tips for negotiating with government entities

March 8, 2013 — The Arizona Republic

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

Reputation is worth much more than money

August 2, 2013 — The Arizona Republic

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

How Aggressively to Start

July 27, 2016 — negotiationinstitute.com

Make First Impressions Count

June 27, 2016 — NegotiationInstitute.com

See value of face-to-face meetings

January 3, 2016 — The Arizona Republic

Writing and anchoring powerful in negotiations

May 4, 2014 — The Arizona Republic

Sales staff face particular hurdles

October 6, 2013 — The Arizona Republic

Just 15 minutes can boost negotiation

March 2, 2012 — The Arizona Republic

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

Former NBA player and coach shares negotiation truths and tips

April 6, 2014 — The Arizona Republic

3 lessons to learn from NFL’s refs debacle

October 7, 2012 — The Arizona Republic

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

Tips for internal team negotiations

February 14, 2016 — The Arizona Republic

Negotiating As A Team Requires Strategic Planning

May 6, 2005 — The Business Journal

Technology Negotiations

Internet, apps have changed negotiation landscape

April 6, 2012 — The Arizona Republic

How technology has changed negotiations

August 6, 2011 — The Arizona Republic

May 5, 2006 — The Business Journal

When to Negotiate (or Not)

Don’t negotiate in these situations

April 12, 2015 — The Arizona Republic

Know When It’s Appropriate To Negotiate

October 5, 2007 — The Business Journal

Negotiation Skills

Communication Skills

Parenting, negotiating playbooks are similar

July 5, 2013 — The Arizona Republic

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

Dealing with too much commitment

July 5, 2015 — The Arizona Republic

Logic, feelings can play role in decision – or not

August 3, 2014 — The Arizona Republic

Attitude, emotions can have impact on negotiation

September 8, 2013 — The Arizona Republic

Temper has no place in negotiations

February 1, 2013 — The Arizona Republic

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

“Must haves” for negotiating deals

February 1, 2015 — The Arizona Republic

Words of negotiation wisdom, Part 2

January 11, 2015 — The Arizona Republic

3 negotiators share their most effective strategies

December 7, 2014 — The Arizona Republic

Negotiation lessons to put into practice

July 6, 2014 — The Arizona Republic

Jazz up your skills by emulating musicians

March 16, 2014 — The Arizona Republic

Spoonful of Sugar Helps Negotiations

February 2, 2014 — The Arizona Republic

Negotiation Resolutions for the New Year

January 4, 2013 — The Arizona Republic

Late negotiating expert still has much to teach us

September 7, 2012 — The Arizona Republic

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

Price isn’t always most crucial

June 1, 2012 — The Arizona Republic

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

Clues that suggest person may be lying

June 9, 2013 — The Arizona Republic

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

Relationship value in negotiations

March 13, 2016 — The Business Journal

Be thankful for skill across the table

December 6, 2015 — The Arizona Republic

Dealing with Micro-Negotiators

December 7, 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

No Time to Plan

August 31, 2016 — negotiationinstitute.com

Mental focus is critical in negotiations

May 11, 2012 — The Arizona Republic

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

Relationships should be factored in to negotiations

May 3, 2015 — The Arizona Republic

Be patient in dealings with customer service

November 2, 2014 — The Arizona Republic

Irrational behavior can hide an ulterior motive

October 5, 2014 — The Arizona Republic

5 stages crucial in building trust

May 5, 2013 — The Arizona Republic

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

Build a rapport before tackling tough issues

November 4, 2013 — The Arizona Republic

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

Agent and client must build trust and a plan to get the best results

September 7, 2014 — The Arizona Republic

Butting heads? 3rd party may help

April 7, 2013 — The Arizona Republic

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

Buyer taking a hard line shows leverage trumps fair, reasonable

January 5, 2014 — The Arizona Republic

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

When to limit the power to concede

November 2, 2012 — The Arizona Republic

Lock-Outs

Locking Out is Bad Negotiation Tactic

April 9, 1999 — The Business Journal

Offer-Concession Strategies

How to advance price talk

October 11, 2015 — The Arizona Republic

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

Sometimes ‘principles’ aren’t set in stone

July 6, 2012 — The Arizona Republic

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

What to do when time and knowledge is short

May 13, 2016 — NegotiationInstitute.com

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

Negotiation Training

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