Negotiation Columns & Blogs
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When to Make the First Offer
When evaluating whether to make the first offer in a negotiation, here are several factors that support doing so: 1) Your side traditionally makes the first offer; 2) You have sufficient information to determine an appropriate starting point; 3) It will substantially...
Negotiation Tips for the Holiday Season
Here are some of our favorite blog posts (and a column) with good negotiation advice for the holiday season: Family Negotiations and the Holiday Season - Negotiation tips for avoiding family conflicts during the holidays; Black Friday and Social Proof - Why people...
Tips for Negotiating with Competitive Counterparts
In a previous blog, we identified the top ten characteristics of competitive negotiators. As a follow-up, here are three negotiation strategies to implement when your counterpart fits the profile of a competitive, hard-nosed, adversarial, ego driven, risk-taking,...
Tips for Negotiating with Accommodative Counterparts
Tips for Negotiating with Accommodative Counterparts In our last post, we shared several tips for negotiating with competitive counterparts. Here are three negotiation strategies to consider when your counterparts' style is...
Walkouts Present Risk in Negotiation Strategies
Walkouts Present Risk in Negotiation Strategies Donald Trump has walked out of so many negotiations near the end – purely as a negotiation strategy – that the “Trump walkout” has become one of his trademarks. Editor's Note: this article was published November 24,...
Hold Out: Timing is Critical When Selling Companies
They offered him $15 million for his software company, and he said “No.” So they offered him $25 million, and he said “No” again. Finally, they asked him what it would take. “My board will not accept anything less than 3 million shares (worth about $45 million),” he...
How to Use Imposed Deadlines to Your Advantage
“If we only had a little more time, I’m sure we could have reached a deal. We were so close.” I can’t tell you how many times I have heard a variation of this “we were so close” statement. Every time, the speaker sounds sincere. Almost every time, they’re wrong. Why?...
What to do when time and knowledge is short
“What should I do if I don’t have nearly the same level of factual knowledge as my counterpart – and I just don’t have the time to learn it as it’s super complicated and I have a short deadline in which to respond?” Here’s what I recommend. 1. ...
Learning How to ‘DEAL’ With Threats in the Workplace
“Go ahead, make my day,” said Clint Eastwood as inspector “Dirty” Harry Callahan in the movie “Sudden Impact.” This threat, backed up with a large gun and delivered to a “punk” holding a hostage, was very effective -- as intended. But what about less violent threats,...
Determine Whether True ‘Principles’ Are Really Involved
“A principle is involved,” he said, “and that’s why we’re taking a hard line. The principle is just too important to undermine. As a result, we will not concede on that issue.” This “principle is involved” negotiation move can be one of the most frustrating to...
Sometimes ‘principles’ aren’t set in stone
How many times have you heard in a negotiation “but it’s the principle involved”? Countless times, I’m sure. But is it really? Or is it just a subterfuge for “I don’t want to move and calling it a principle is a convenient and relatively painless way to avoid doing...
‘Split the Difference’ Can Translate as ‘Lose the Edge’
“Let’s just split the difference,” he suggested after we had negotiated all day over my client’s lawsuit. Our last offer? $320,000. His last? $300,000. Sounds fair, right? Almost everyone has used this closing technique when negotiations drag on. After all, splitting...
Learn How To Say ‘No’ And Still Preserve Relationships
Our son turned 2 recently, and he seems to have a newfound desire to tell us “no.” He is increasingly testing his limits and boundaries, which often involves him saying “no” to us, and vice versa. How he communicates “no” and how we respond represents a critical stage...
Look for Realistic Alternatives to Any First Offering
I was driving south on the Squaw Peak around 9:30 a.m. when the engine missed. Despite my mechanical ignorance, I knew something was wrong. My only question – whether I could nurse it to the shop without destroying the engine. I gambled, and five minutes later drove...
Market Value May Not Matter if Product, Service is Unique
“This is a fair and reasonable price,” my real estate agent told the potential buyer’s agent. “Just look at its market value based on the comparable houses sold in this neighborhood.” One of the most effective moves in many negotiations occurs when parties invoke...
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Learn Latz's 5 Golden Rules of Negotiation.
Get Marty Latz's 5-minute lessons weekly with research findings and practical tips to be an expert negotiator. We won't share your info. (privacy policy).
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