Negotiation Columns & Blogs
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10 Keys to Negotiating Contract Terms (Part One)
The bread and butter of a corporate/transactional lawyer’s professional life involves negotiating contract terms and conditions (“Ts & Cs”). They spend hours every day drafting, analyzing, comparing, discussing, evaluating and then negotiating Ts & Cs....
Honesty and Integrity in Negotiations
I recently came across an article about my grandfather Rubin Latz’s death on the front page of the Minneapolis Morning Tribune on December 25, 1948. A long-time Minnesota labor leader and close friend of former U.S. Vice President Hubert H. Humphrey, I’m told he was...
Learning from Sales Professionals
He had been in the pool deck and resurfacing industry for about 40 years – and he was a talker. He was also the fourth sales professional I met that day. But I was all ears. Why? Because my wife and I weren’t yet firm on what we wanted for our pool decking and patio....
Counterproductive Negotiation Pressure Tactics
I recently contacted a landscape designer to get a bid on our backyard and he came out to explore our thoughts. After checking everything out, he said he would put together his suggestions. He called a few days later and asked me to come to his nursery so he could...
Dealing with Distractions
How long has it been since you were speaking with a colleague and they glanced at their phone to check a text, notification or email? I bet this has already happened to you multiple times today. Or maybe it was your phone that buzzed while you were drafting an email. ...
The Value of a Negotiation Apology
No one is perfect. And everyone makes mistakes. Sometimes these mistakes are minor, but other times we really mess up. It’s human. Of course, companies mess up, too. So, what can we do, especially if you and/or your company need to repair the relationship and rebuild...
Memory Improvement and Negotiation Skills
I have an average memory. But I’m always looking to improve. So when my son suggested I read Joshua Foer’s New York Times bestseller “Moonwalking with Einstein: The Art and Science of Remembering Everything,” I was intrigued. It was a fascinating book, largely because...
Nancy Pelosi’s Negotiation Pearls of Wisdom (Part Two)
Former House Speaker Nancy Pelosi recently engaged in one of the most consequential negotiations in U.S. history, as NBC News reported her as the one “fanning the flames” who “played a critical role in delicately nudging” President Joe Biden to withdraw his candidacy...
Nancy Pelosi’s Negotiation Pearls of Wisdom (Part One)
Whether you love or hate former House Speaker Nancy Pelosi, almost everyone can agree that she masterfully wielded the reins of power to accomplish major public policy changes (Obamacare would likely have never passed without her). Of course, her negotiation skills...
The Power of Testing Perceptions
If you believe I have a better Plan B than doing a deal with you and can easily walk away from the table, then you will act accordingly. You will also be more likely to respond with a very aggressive counter if you believe my initial move was outrageous. And if you...
Three More Strategies for Cross-Cultural Negotiations
Several recent negotiation training attendees asked me how negotiations differ when you’re across the table from a company or individual based in another country or culture. I pointed them to a 2004 column I wrote entitled “Cross-Cultural Negotiations Present Special...
NBA Negotiations Revolve Around Respect
New York Knicks’ superstar NBA guard Jalen Brunson reportedly just took $112 million less in compensation than he could get on the open market so he could stay with the Knicks. Wow! Of course, he’s still getting $156 million over four years! And NBA superstar...
Four Common Procurement Negotiation Mistakes (Part Two)
“Here’s the problem,” this consulting client in procurement told me years ago. “We’ve worked with this software company for a long time and our internal clients are pretty satisfied. But its fee just skyrocketed and it’s being really stubborn – no concessions at all....
Four Common Procurement Negotiation Mistakes (Part One)
"I don’t like it when procurement gets involved and takes over from our client in the General Counsel’s office,” this large law firm partner told me recently. “They don’t recognize our true value and just focus incessantly on price, like we’re a commodity. We’re not.”...
Negotiating with Teens (Part Two)
"Hi – how are you?” my friend said to his teen daughter years ago after coming home from work. She erupted, yelled at him, stormed to her room and slammed the door. He turned to his wife and said “what did I do?” She replied “you talked.” This example, shared by a...
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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