Negotiation Columns & Blogs
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Obama Learns Lesson in Negotiation Tactics
President Barack Obama said on Feb. 9, "I suppose what I could have done is started off with no tax cuts (in the stimulus bill), knowing that I was going to want some, and then let (the Republicans) take credit for all of them. And maybe that's the lesson I learned."...
Explore, identify and evaluate those unrealistic expectations
“He doesn’t get it. He believes his business is worth $50 million when it’s highly unlikely any buyer will pay more than $25 million based on his financials. How can I help him reset his expectations without seeming too negative regarding the sale of a business he...
Learn how to give and receive
“It’s your turn,” he said. “I conceded on the close date and it’s time for you to move and extend the royalty term.” This “reciprocity” standard – it is “fair and reasonable” for you to do this for me because I did something like this for you in the past – can be...
How to advance price talk
I recently reached a dead-end in a negotiation largely involving one major price issue. I didn’t want to come down – and my counterpart wouldn’t go up. And I knew he had reached his end point, because he had already gone back to his boss twice for more, and we had a...
Locking Out is Bad Negotiation Tactic
Filmmaker and Phoenix native Steven Spielberg was 13 when, as he tells it, a “local bully gave me nothing but grief all year long. He would knock me down on the grass, or hold my head in the drinking fountain, or push my face in the dirt and give me bloody noses when...
When to limit the power to concede
“How much authority should we give our front-line negotiators,” I was recently asked. “They constantly ask for more, but the more we give the more they use. On the other hand, they aren’t taken seriously if we don’t give them enough.” This is a challenging strategic...
Leverage: Understanding and Exercising It Is Key
You’re the CEO of a company employing a quarter of the city’s employees. Your company provides a significant portion of the city’s tax revenue but neither you nor your company is active in the community’s political affairs. Recently, you decided to expand your...
Negotiating from Strength, Even if You Don’t Have Any
“We’re going to court,” she told me during a break in my negotiation seminar. “What else can we do? We really want to sell, and my brother-in-law’s `best offer’ for our share of the family business will only give us 10 percent of what it’s worth. Plus, the...
You May Be Stronger, But Be Savvy In Using Leverage
“How can we use our large size and power to get our best deal, yet still avoid alienating smaller companies with whom we want a future relationship? After all, we value our reputation and don’t want them to feel we’re just imposing our terms.” This question, posed by...
Want To Make A Deal? Don’t Let Them See You Sweat
Longtime Wall Street lawyer James Freund, counsel in many of the 1980s corporate takeover battles, wrote in his book Smart Negotiating that he almost always wanted to make the first offer on price issues as it sets the "ballpark where the action will occur." He's...
Negotiation Strategies Help Boost Leverage
My name is Marty Latz, and I am the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, online software that helps individuals more effectively negotiate based on the experts' research. I am also the...
Leverage is Key to Sealing Business Deals
I often am asked what is the most powerful element in a negotiation - and I always answer "leverage." Bottom line: Your leverage more than anything else increases your ability to accomplish your goals. How? First, let's be clear, as leverage often is used loosely to...
Building Leverage When It’s Weak
I recently led a seminar for about 200 procurement professionals in which we addressed how to gain leverage when there’s only one entity interested in selling to you. In procurement, this is the sole source problem. Importantly, almost every negotiator has faced a...
Buyer taking a hard line shows leverage trumps fair, reasonable
“We’re selling our company and trying really hard to be fair and reasonable, but the buyer with the most synergy is now being stubborn and taking a hardline on the tough financial issues. We’ve narrowed it down to them and have made excellent progress by exploring our...
Here Are 10 Ways to Break Through a Late Impasse
One of former Chrysler president Lee Iacocca’s most formidable negotiation challenges occurred when Chrysler sought to avoid bankruptcy by negotiating with Congress in 1979 for a $1.5 billion loan guarantee. Most lawmakers initially believed government should not bail...
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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