Negotiation Columns & Blogs

Past Relationships Matter

My wife lost her cell phone antenna two days ago as she hiked through the woods near our house. Without the antenna, her cell coverage is extremely poor. So she stopped at a Radio Shack in town yesterday to see if she could get a replacement antenna at a reasonable...

read more

Negotiating Nice Pays Off

Negotiating Nice Pays Off I was exhausted. I had been forced to take the redeye flight from Seattle to Houston in order to make a 10 a.m. meeting and arrived at the hotel at 6:30 a.m. with only a few hours intermittent sleep. I also had been forced to keep...

read more

Limited Authority Counterstrategies

Neil, the Service Consultant at the car dealer, said he would "love to provide me with a free loaner car" while they rebuilt my Chevy Tahoe's transmission, but that his "boss won't let him." Neil said he doesn't "have the authority." I said I understood but felt that,...

read more

Diligence and Patience Will Often Pay Off

Jim Collins in his heavily researched bestseller, Good to Great -- Why Some Companies Make the Leap ... and Others Don't, found that transforming a good to a great company involved "getting the right people on the bus (and the wrong people off the bus) and then...

read more

Mediation Can Break Impasses

"With Mediator, Boeing and Union to Renew Contract Talks," read the headline in The New York Times this week. In an effort to jump-start their negotiation to resolve a 45-day strike, Boeing and the International Association of Machinists and Aerospace Workers agreed...

read more

Best Practices System Critical to Corporate Success

"We've had some negotiation training and many of our employees are experienced negotiators. As a result, we need advanced negotiation strategies and tactics," some of my potential negotiation training clients tell me. I usually respond with three thoughts. First, I...

read more

Gender-Based Tendencies Impact Salary Negotiations

Washington Post included a list from Carnegie Mellon Professor Linda Babcock contrasting salary negotiation differences between men and women. She has found: Women, on average, ask for 30 percent less money than men Men are eight times more likely than women to...

read more

Goal-Setting Not Simple

"Bailout Flips Confuse Market," read the Arizona Republic headline this week in describing the U.S. Treasury Department's "scattershot" efforts to stabilize our economy. Just five weeks after Congress passed a $700 billion bailout package focused on buying troubled...

read more

Everything is Negotiable – Not!

"I've got this thing, and it's (expletive) golden... and I'm just not giving it up for (expletive) nothing. I'm not gonna do it." This quote, from Illinois Gov. Rod Blagojevich in allegedly conspiring to sell President-elect Barack Obama's Senate seat (which...

read more

Difficult Times Lead to Stronger Borrower Leverage

According to the The New York Times recently, lenders are "rushing to round up what money they can (from delinquent borrowers) before things get worse, even if that means forgiving part of some borrowers' debts." This is due to an expected large increase in credit...

read more

SaaS and Marriage

A recent article about SaaS (software as a service) application contracts describes the vendor/customer relationship as "more like marriages than experimental flings. This analogy caught my eye because it highlights the need to tailor your negotiation approach. When...

read more

Retail Negotiating Going Up

According to a survey by the market-research firm Research Group, 72% of American consumers reported negotiating over a retail purchase in the past four months. This is up from a year earlier when only 56% of respondents reported they had done so. Britt Beemer,...

read more

Getting Paid and the Reciprocity Rule

In a recent Financial Times article about "speeding up the process of wringing money out of late payers," one business owner offered that "the best method is to have a good relationship with a client's accounts department." He suggested finding out "who signs the...

read more

Contract Writing and Negotiations

In most cases, significant deals should be reduced to enforceable written contracts. Preferably, you and/or your lawyer should draft them and you should have standard templates for your standard agreements. Doing so has several advantages: 1) Your first draft becomes...

read more
Negotiation Training from Marty Latz

Free Video Training:

Learn Latz's 5 Golden Rules to Better Negotiation

Marty Latz's Analysis is Trusted by

USA Today
vanity fair
CBS
Politico
MSNBC
Share This