Negotiation Columns & Blogs
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3 Strategies for Negotiating When Outside Influences Weigh In
3 Strategies for Negotiating When Outside Influences Weigh In by Marty Latz | Tips “Our deal was almost done when my client’s silent partner decided not to be silent. He threw a wrench into the process that almost cratered the transaction. And it made us look bad. How...
Trump’s Presidential Negotiation Moves: An Expert’s Assessment
“Sorry. It’s the way I negotiate,” President Donald Trump responded when asked about his conflicting tweets, inconsistent messages, and dizzying back-and-forth moves on the China trade war front 10 days ago. “It’s done very well for me over the years, and it’s doing...
Powerful Stories Influence Negotiations
I’ve always enjoyed a good story. Sometimes it has an important point. Other times not. But if it’s interesting and entertaining, it’s usually worthwhile. I also tell a bunch of negotiation stories in my training programs. They not only make my programs more...
Video: Was Negotiation Book “Getting to Yes” a Failure?
Video: Was Negotiation Book "Getting to Yes" a Failure? Below is a partial transcript of the video. Keld "Welcome back if you'd be watching us previously I am happy to introduce Marty and Karen here today. Both of them has been on our show previously, and ladies...
Teach Negotiation More Effectively and Save Time
Teach Negotiation More Effectively and Save TimeFellow negotiation professor/teacher Roy Lewicki recently shared a few of his thoughts about our new negotiation teaching software and I thought teachers and negotiation enthusiasts might be interested. “One key to...
Best Negotiation Books of All Time
A colleague recently asked me to recommend the best negotiation book ever - other than my own, of course (Gain the Edge! and The Real Trump Deal). Here are my top two general negotiation books plus my top two more niche-oriented negotiation books. Get Book1. Getting...
4 Ways to Negotiate More Efficiently
“How can we more efficiently negotiate our deal terms and conditions? It can take months for our lawyers to go back and forth on the documents, and the business teams get frustrated. We’ve even lost some deals as a result. Can’t we do this more efficiently?” A large...
6 Winning Negotiation Lessons from Game of Thrones
6 Winning Negotiation Lessons from Game of Thrones By Marty Latz“This will be a difficult negotiation. We’re sitting down with people who want to see us both headless… You need to take your enemies’ side if you’re going to see things the way they do. And you need to...
Negotiating As If Your Life Depended On It: Lessons from an FBI Hostage Negotiator
Law school helped teach me that rational, logical, analytical, fact and evidence-based propositions can be powerful ways to achieve success in legal environments, especially in written motions to judges and presentations in complex cases to juries. This approach can...
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.
Learning Negotiating Skills as Kids Will Pay Off for a Lifetime
Negotiation is a fundamental life skill and core competency in almost everything we do. Kids who learn negotiation early, will benefit from it for a lifetime.
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 inaugural...
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...
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...
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Learn Latz's 5 Golden Rules of Negotiation.
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