Negotiation Columns & Blogs
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Negotiation impasse has some value
Impasses in three high-profile negotiations have recently focused the public’s attention on the nature of deadlock in negotiations - the Wisconsin Democrats’ walkout to Illinois, the federal budget showdown and just averted shutdown, and the NFL lockout. So how should...
Painting Pictures Improves Negotiation Effectiveness
How many times have you heard ‘A picture is worth a thousand words?’ Interestingly, it’s largely true in the negotiation world. Remember the last time you bought a car and the salesperson offered you an extended warranty? I doubt he appealed to your analytical...
‘Good Cop/Bad Cop’ Can Provide Helpful Leverage
"I would love to do the deal, but my boss is being unreasonable. I really need you to move on this issue to convince my boss to sign. Can you help me out?" Here, I'm the good cop and my boss is the bad cop. Is this common? Yes. Effective? Sometimes. The "good cop/bad...
Going Public Can Play Role in Outcome of Negotiations
Rarely does a day go by that I don't read in a newspaper about a high-profile negotiation. Perhaps it is a union picketing when talks break down, or a board of directors trying to fend off an unwanted merger. It might even involve the possible settlement of a lawsuit...
Don’t Cut To the Chase Without Doing Proper Homework
“Can't we just cut to the chase if we know where the parties usually end? It's a colossal waste of time and money to do the dance." As my regular readers know, I usually recommend the dance. First, most negotiators truly haven't done their strategic homework and don't...
Sharp Negotiators Are Aware of Status Power
“I couldn’t believe it,” he told me. “While I was an outside consultant, this company followed all my recommendations. Then I went full-time with them and my success rate plummeted to 50 percent. What happened?” “Excellent question,” I responded. “The answer? Status...
Use Brainstorming Sessions for a Palette of Options
“What else can we do?” I asked my agent. “He sounds pretty stubborn on this point.” “I’m not sure,” my agent responded. “Let’s give it some thought. I pride myself on my creativity and coming up with nontraditional ways to resolve parties’ differences. Let’s put on...
The Negotiation Bluff: When, Where and How to Do It
In “The Negotiator,” actor Samuel Jackson plays a police hostage negotiator who takes his own hostages to prove his fellow officers framed him for murder. During an incredibly tense scene, Jackson drags one of his hostages from view while screaming into the phone. We...
Agents – Learn When to Use Them in Negotiations
You want a new house, and you’re considering whether to hire a real estate agent or go it alone. Or perhaps you’re selling your business, and an investment banker wants to represent you in lining up potential buyers. You might even manage a sales force, and are...
Butting heads? 3rd party may help
In a perfect world, nobody would completely lose control or say or e-mail things they regret, and all major decisions would be based on the experts’ research. Of course, we don’t live in a perfect world. So what should we do when our counterparts’ know exactly when...
Agent and client must build trust and a plan to get the best results
“He’s hired me to represent him in these negotiations. But he’s holding out and not telling me everything. It’s like he’s negotiating with me – yet we’re on the same side. And the result is counterproductive for both of us. What should I do?” Lawyers, investment...
How to Maintain an Even Hand in Negotiation Process
You arrive at Dick’s office promptly at 10 a.m. for the negotiation and you’re asked to take a seat. Dick, whom you’ve never met, apparently is running late. Thirty minutes later, Dick appears, apologizes for the inconvenience, ushers you into his office and...
Negotiate How You Negotiate
First impressions count. In fact, they have a disproportionate impact on how you are viewed. That’s one reason it’s critical to thoroughly prepare for that first meeting. But how does everything play out for the rest of the negotiation? Should you map the process out...
Build a rapport before tackling tough issues
“What issues should we address in our first meeting or call? Should we tackle the toughest issues first, knowing the other issues will be irrelevant if we can’t resolve these? Or should we develop some early momentum on the easier issues, and then address the...
Know How to Proceed When Talks Take a “Write” Turn
“Delaware Closed” read the large sign over the highway at the Delaware border. And for an hour and a half, it appeared true. As Herb Cohen described in his book, You Can Negotiate Anything, lines of cars “squealed to a halt. Vehicles pulled off the highway. Confused...
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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