Negotiation Columns & Blogs
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Negotiation Lessons from U.S. Senators Joe Manchin and Jon Kyl
A number of years ago I wrote about the negotiation strategies of U.S. Senator Joe Manchin (D-WV) and former Sen. Jon Kyl (R-AZ). Given that Senators Joe Manchin and Kyrsten Sinema (D-AZ) are THE key holdouts/negotiators concerning the almost $2 trillion “Build Back...
The True Value of Expert Negotiation Training
I have been training business professionals and lawyers to more effectively negotiate since 1995. I have written this monthly column since 1999. I make my living from the former. The latter is free (including the almost 300 at www.ExpertNegotiator.com). So here’s the...
How to Negotiate a Raise: Part Two
The two most expensive letters in the English alphabet are “O.K.,” which is how many respond when offered a raise. After all, many don’t want to appear greedy or unappreciative by asking for more – even when you deserve it. It can also be scary, as there is always a...
How to Negotiate a Raise: Part One
“I’m really nervous about this. I enjoy my job and love the company. They treat me well and provide me with the flexibility and support to personally and professionally succeed. But I feel like I’m undercompensated relative to the value I add. I don’t want to leave -...
3 Business Startup Negotiation Lessons
About 15 years ago I started a negotiation software company and began a series of some of my most professionally challenging negotiations. Failing at any of them could have marked the death knell of the company. Here are three lessons I learned from those start-up...
Top Ten Negotiation Mistakes: Part Two
Mistakes happen in negotiation and in life. Our challenge? How to avoid them. Last month I described five common negotiation mistakes. Here are five more. Mistake #6: Underestimating the value of personal likeability I do about 50 percent of my training for lawyers...
Top Ten Negotiation Mistakes: Part One
I have a confession to make - despite having spent an enormous amount of time in the last 25 years studying, teaching and consulting on negotiations full-time, I have made some negotiation mistakes. In fact, I would suggest that everyone – even the most effective...
4 Pandemic Negotiation Lessons
I was shocked and dismayed a year ago when millions of us were grounded and effectively sentenced to house arrest as the world confronted the pandemic that upended many of our lives and livelihoods. Since then, we have all personally and professionally adapted in...
8 Tips to use “Motivational Interviewing” to Change Minds
I was recently debating a public policy issue with my 15-year-old son, who has recently become enamored with a view quite different from my own. As the back-and-forth wound down without either of us substantially changing our opinions, he said he had “won” the debate....
Top Tips for Negotiating with Screamers
Top Tips for Negotiating with Screamers“What should you do if your counterpart loses it and starts yelling? Does reason and rationality even matter at that point?” Almost all of us have faced this issue, which was raised by a recent virtual training program attendee....
How to Negotiate Better in 2021 — Lessons from 2020
As we put 2020 in our rearview mirror, here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2021. You won't get better results unless you implement them. Each guiding principle also has a link to my column with more detail....
Evaluating What’s Really Important in Negotiations
My 15-year-old son recently said “everyone just wants more money” in salary. I disagreed. In fact, I told him, millions of people accept jobs that pay less in order to get more in non-financial benefits, like job satisfaction, time off, flex time, job security,...
Top 5 Tips for Negotiating with Family During Quarantine
My wife says I’m driving her crazy. I’ve been cooped up working from home and off the road since mid-March, a common predicament during this pandemic. I typically travel around 10 days a month doing in person keynotes and training programs. Not now. It’s all online. ...
Nice Guys Don’t Finish Last in Negotiations
Do "Nice Guys" actually have an advantage in negotiations? It's commonly thought that cut-throat, dog-eat-dog negotiators win, but what's the truth? I was nervous when I started Harvard Law School in 1989. I had heard what they told incoming students there for years -...
Trump Gets an “F” as a Presidential Negotiator
“President Trump was elected because he is an outstanding negotiator,” said White House spokesman Brian Morgenstern recently regarding the recent stimulus negotiations. He may have been elected in part due to this perception, but he is perhaps the worst presidential...
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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