Negotiation Columns & Blogs

The shopping madness exhibited on Black Friday is a great example of the power of social proof.  Social proof is the psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation. Retailers have obviously exploited...

ExpertNegotiator offers a variety of free resources to help you improve your negotiation skills: 1. You can sign up to receive Marty Latz’s monthly Arizona Republic negotiation column by completing and submitting the Get FREE Negotiation Tips form...

The seasonal college football head coaching carousel is in full swing.  These coaches, like coaches and players at the professional level, are typically represented by agents. Why?  And when should you hire an agent to represent you in a negotiation?  Here are four...

A headline from yesterday’s Program on Negotiation at Harvard Law School’s blog posed the question, “In negotiation, does personality matter?” Our answer is, of course, “yes.”  How we and our counterparts instinctively approach conflict impacts our ability to...

Ryan Seacrest’s contract to serve as the host of Fox Entertainment’s “American Idol” television show expires after this season and the parties are in the process of negotiating a new deal.  Seacrest has hosted the program since its debut in 2002. Concurrently,...

In my January Arizona Republic column, I pointed out the importance of considering your non-financial goals and interests. The negotiation between Jeff Fisher, former head coach of the NFL’s Tennessee Titans, and the Miami Dolphins and St. Louis Rams regarding their...

Concerned that you may not be able to trust your negotiation counterpart to follow through on their promises? Here are four ways to minimize your risk: 1. Evaluate the risk of trusting your counterpart The bigger the deal and the greater the risk, the more you will...

In last week’s blog, I pointed out that the perception of how much we need something in comparison to how much our counterpart needs it – a critical component of leverage - is fluid and that timing is a critical component to negotiating the best possible deal. The...

After a lengthy and highly publicized courtship involving several teams, Peyton Manning has signed a contract with the NFL’s Denver Broncos worth up to $96 million over five years.  Visits with the Arizona Cardinals and Tennessee Titans, in addition to the Broncos,...

CBS is reportedly negotiating to bring Ashton Kutcher back to the hit television show, Two and a Half Men.  CBS is taking the lead in the negotiation even though Warner Bros. owns and produces the show.  Why?  CBS’s licensing fee includes the cost of the show, which...

Facebook, the world’s largest social networking service, is buying Instagram for around $1 billion in cash and stock.  Instagram is the most popular free photo-sharing application on Apple’s App Store and has over 30 million users. An interesting aspect of this deal...

Nearly 30,000 Chicago public school teachers and support staff went on strike this week after the city and teachers’ union failed to reach a new labor agreement. Why did they strike? The teachers’ union identified their BATNA (best alternative to a negotiated...

As a follow up to our last blog post in which we evaluated the BATNAs (best alternatives to a negotiated agreement), or Plan Bs, for the City of Chicago and their striking teachers, let’s take a look at another great example – the ongoing NFL referee lockout. The...

Here are links to ExpertNegotiator’s most popular negotiation “Top Ten” lists: 1.  Top Ten Impasse-Breaking Strategies 2.  Top Ten Information-Gathering Tactics 3.  Ten Tips for Negotiating Your Next New Car Purchase 4.  Top Ten Tips for Optimizing Your...

On October 27th, All-Star basketball player James Harden was traded from the Oklahoma City Thunder to the Houston Rockets. Harden was one of the core players who led the Thunder to the NBA finals last year. The trade came about after Harden rejected a four-year, $54...