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Four Common Procurement Negotiation Mistakes (Part One)

Four Common Procurement Negotiation Mistakes (Part One)

"I don’t like it when procurement gets involved and takes over from our client in the General Counsel’s office,” this large law firm partner told me recently. “They don’t recognize our true value and just focus incessantly on price, like we’re a commodity. We’re not.”...

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Negotiating with Teens (Part Two)

Negotiating with Teens (Part Two)

"Hi – how are you?” my friend said to his teen daughter years ago after coming home from work. She erupted, yelled at him, stormed to her room and slammed the door. He turned to his wife and said “what did I do?” She replied “you talked.” This example, shared by a...

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Negotiating with Teens (Part One)

Negotiating with Teens (Part One)

My 14-year-old daughter has excellent negotiation skills. And that’s a problem, at least now. Of course, I shouldn’t complain. She’s a great kid and very responsible, etc. But she can also be really frustrating. My friends with older daughters tell me this is a...

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Retail Store Negotiation Tips

Retail Store Negotiation Tips

I sold children’s shoes in high school at Dayton’s Department Store, and we took everything back – no questions asked. The shoes could have been worn for a day or a year. Dayton’s policy was clear: the customer is always right on returns Of course, some took advantage...

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Three Common Sales Negotiation Mistakes

Three Common Sales Negotiation Mistakes

I have coached and trained over 50,000 sales professionals in negotiation since I started in this business 25 years ago. Many have achieved great success, including some with seven-figure incomes. The most effective have excellent negotiation skills (since sales and...

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Expert Panel’s Lessons Learned

Expert Panel’s Lessons Learned

I recently led a negotiation ethics seminar with an expert panel that included: the Dallas Mavericks’ General Manager and President of Basketball Operations, a U.S. 9th Circuit Court of Appeals judge, and a large law firm partner. Since they collectively have over 150...

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Caitlin Clark’s Leverage and Non-Competes

Caitlin Clark’s Leverage and Non-Competes

WNBA number 1 draft pick and college superstar Caitlin Clark recently agreed to a Nike endorsement deal that pays her $28 million over 8 years plus a signature shoe, according to The Athletic and The Wall Street Journal. And the Federal Trade Commission (FTC) just...

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Negotiation Strategies for Divorcing Parties (Part Two)

Negotiation Strategies for Divorcing Parties (Part Two)

I’m told there’s almost nothing more personal and emotionally challenging than a divorce. Even divorces without kids, where the spouses have just grown apart but still want a future relationship, can present significant challenges. So how can parties effectively...

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Negotiation Strategies for Divorcing Parties (Part One)

Negotiation Strategies for Divorcing Parties (Part One)

I’m often asked to identify my most challenging negotiation, and my answer for the last 21 years has always been the same – with my wife! The second most challenging one? With my kids. Most family negotiations have all the elements of extremely tough negotiations....

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Similarities in Poker and Negotiation Strategies

Similarities in Poker and Negotiation Strategies

I’ve always enjoyed poker, in part due to its similarities to negotiation: strategy, bluffing, reading others’ intentions, significant stakes, crucial verbal and non-verbal signals, split-second decisions with immediate consequences and feedback, and the list goes on....

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Real Estate Agents’ Compensation Negotiations (Part Two)

Real Estate Agents’ Compensation Negotiations (Part Two)

How much should a home buyer or seller pay their real estate agent? Historically, the answer was 6% of the home sale price, split equally by the seller’s and buyer’s agents. But that amount was basically set by the National Association of Realtors, real estate agents’...

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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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