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Top Ten Negotiation Mistakes: Part Two

Top Ten Negotiation Mistakes: Part Two

Mistakes happen in negotiation and in life. Our challenge? How to avoid them. Last month I described five common negotiation mistakes. Here are five more. Mistake #6: Underestimating the value of personal likeability I do about 50 percent of my training for lawyers...

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Top Ten Negotiation Mistakes: Part One

Top Ten Negotiation Mistakes: Part One

I have a confession to make - despite having spent an enormous amount of time in the last 25 years studying, teaching and consulting on negotiations full-time, I have made some negotiation mistakes.  In fact, I would suggest that everyone – even the most effective...

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4 Pandemic Negotiation Lessons

4 Pandemic Negotiation Lessons

I was shocked and dismayed a year ago when millions of us were grounded and effectively sentenced to house arrest as the world confronted the pandemic that upended many of our lives and livelihoods. Since then, we have all personally and professionally adapted in...

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Top Tips for Negotiating with Screamers

Top Tips for Negotiating with Screamers

Top Tips for Negotiating with Screamers“What should you do if your counterpart loses it and starts yelling? Does reason and rationality even matter at that point?” Almost all of us have faced this issue, which was raised by a recent virtual training program attendee....

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How to Negotiate Better in 2021 — Lessons from 2020

How to Negotiate Better in 2021 — Lessons from 2020

As we put 2020 in our rearview mirror, here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2021. You won't get better results unless you implement them. Each guiding principle also has a link to my column with more detail....

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Evaluating What’s Really Important in Negotiations

Evaluating What’s Really Important in Negotiations

My 15-year-old son recently said “everyone just wants more money” in salary. I disagreed. In fact, I told him, millions of people accept jobs that pay less in order to get more in non-financial benefits, like job satisfaction, time off, flex time, job security,...

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Top 5 Tips for Negotiating with Family During Quarantine

Top 5 Tips for Negotiating with Family During Quarantine

My wife says I’m driving her crazy. I’ve been cooped up working from home and off the road since mid-March, a common predicament during this pandemic. I typically travel around 10 days a month doing in person keynotes and training programs. Not now. It’s all online. ...

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Nice Guys Don’t Finish Last in Negotiations

Nice Guys Don’t Finish Last in Negotiations

Do "Nice Guys" actually have an advantage in negotiations? It's commonly thought that cut-throat, dog-eat-dog negotiators win, but what's the truth? I was nervous when I started Harvard Law School in 1989. I had heard what they told incoming students there for years -...

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Trump Gets an “F” as a Presidential Negotiator

Trump Gets an “F” as a Presidential Negotiator

“President Trump was elected because he is an outstanding negotiator,” said White House spokesman Brian Morgenstern recently regarding the recent stimulus negotiations.  He may have been elected in part due to this perception, but he is perhaps the worst presidential...

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Zoom Negotiations: The Do’s/Don’ts – Part 2

Zoom Negotiations: The Do’s/Don’ts – Part 2

You have a Zoom video negotiation scheduled with a potential new customer. You bid the job a month ago, and you’re a finalist. You wanted to fly to New York to meet in person, but you would have been quarantined as the virus recently spiked in your state. Zoom video...

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Zoom Negotiations Benefits & Pitfalls – Part 1

Zoom Negotiations Benefits & Pitfalls – Part 1

“I want to know HOW we negotiate differently on Zoom and what specialized strategies and tactics I should use in this new environment,” this training attendee asked via chat in a recent webinar on a related subject.  We’ve been negotiating forever in person and for...

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Email Negotiations Do’s and Don’ts

Email Negotiations Do’s and Don’ts

I couldn’t believe it. Years ago, I was practicing law at a large firm and I used to regularly get research assignments - by email - from the partner whose office was right next to mine. He couldn’t even deign to walk a few feet to give me the assignment in person. He...

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Negotiating Online in 2020: 5 Strategies to Get Results

Negotiating Online in 2020: 5 Strategies to Get Results

In today’s environment, discussing business over a meal is no longer an option. Many might find themselves invited to a Zoom or video meeting for the first time. When in-person negotiations are not an option, taking the time to plan your communication strategy can help you get the best results.

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Negotiation Training from Marty Latz

Free Negotiation Training:

Learn Latz's 5 Golden Rules of Negotiation.

We'll send you a new video for each rule and you'll get Marty Latz's monthly column with great negotiation tips. We will not share your info. (privacy policy).

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