Negotiation Columns & Blogs
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Eight Negotiation Lessons from “Air: Courting a Legend” Movie (Part 1)
Near the end of the negotiation, basketball legend Michael Jordan’s mom drops a dealbreaker on Nike executive Sonny Vaccaro when she says we are good “except for one minor provision – Michael gets a percentage of the revenue of each shoe sold.” This move, from the...
The Sports and Negotiation Relationship
I'm a big sports fan. Phoenix Suns. Pro tennis and football. March Madness. Not a fanatic. But I really enjoy watching elite athletes compete. I also fully appreciate the behind-the-scenes element in sports, especially at the pro level. Other than these athletes’...
How to Make Strategic Negotiating a Habit
I'm In the behavior modification business. I try to change negotiation behavior from instinctive or intuitive – the way we have negotiated since we were toddlers – to strategic based on the experts’ proven research. I’ve been doing this for almost 30 years, and it’s...
Lessons Learned
Here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2023. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Negotiating with the elderly requires specialized...
3 Lessons from the Brittney Griner Negotiations
I recently watched the movie “Bridge of Spies” in which Tom Hanks, playing an American lawyer, negotiated the release of a U.S. spy pilot shot down over the Soviet Union in 1960 and a U.S. student unlawfully detained in East Germany in exchange for a convicted...
To Negotiate or Not – That is the Question
Chairman of the Joint Chiefs Gen. Mark Milley recently sparked an uproar within the Biden Administration and strained U.S.-Ukrainian relations when he suggested that the potential stalemate in the Ukraine-Russian War provides a “window of opportunity for negotiation.”...
When To Negotiate In Person: An Update
I wrote a column in 2011 entitled “In Person Talks Often Best Option” for The Arizona Republic. Given the timeliness of this subject as many CFOs and others contemplate the money saved with employees Zooming from home and staying away from airports, I thought I would...
When to Take the Deal
"Should I take the deal? I don’t want any regrets. It seems great, but I could be leaving a lot on the table. What should I do?” I get this question a lot. How should you decide? 1. Does it satisfy your fundamental goals and interests? Go back to the beginning...
The Role of Luck in Negotiations
Almost 30 years ago, I was sitting in my office when a senior partner at the law firm stuck his head in my door and asked if I wanted to join him that day in judging a negotiation competition at Arizona State University’s (ASU’s) College of Law. A senior associate was...
A Major NFL Negotiation Mistake
NFL star quarterback Kyler Murray recently signed a $230.5 million, five-year contract extension with the Arizona Cardinals. On its face, this deal appears great for Murray – making him the second highest paid quarterback in the league behind only the Green Bay...
The Room Where Gun Control Negotiations Happened
Congress passed the first significant gun control legislation last week in nearly three decades, despite many previous efforts to get something done. What happened in the negotiations that led to this, and how can we apply these lessons to our own negotiations?...
Building a Negotiation Culture
“Our folks don’t think about the sales process as a negotiation. They think the negotiation is just the back-and-forth at the end. This causes problems. How can we reset our culture so they consider the entire effort a negotiation, from their first contact with a...
Dad’s Negotiation Lessons
My Dad recently passed away at 91. He taught me a ton about life and negotiation. Here are my five biggest negotiation takeaways from his over 60 years of negotiating as a lawyer, political and community activist, and father. 1. Set Aggressive Goals and Go For It!...
4 Powerful Strategies in Negotiating with the Elderly
My Dad is 91 years old and my Mom is 84. Both are in generally good health, and the years have been pretty kind to them. But their mental and physical conditions have inevitably changed. One significant change - especially as we become more elderly and/or infirm -...
A Negotiation Failure with Putin
Russian President Vladimir Putin in 2007 brought his Labrador to a negotiation at his Black Sea residence with German Chancellor Angela Merkel, who had a well-known deathly fear of dogs since childhood. In a photo taken at the time, Putin is seen smirking while Merkel...
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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