Negotiation Columns & Blogs
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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...
Good Negotiating: Step into your Counterpart’s Shoes
Good Negotiating: Step into your Counterpart's Shoes “I just don’t understand,” John said. “How can they take that position? If you analyze this issue logically and evaluate all the relevant factors, they should be willing to accept our offer.” What’s the...
Ideas to Help You Get into Your Counterpart’s Mind
“I know it’s critical to view the negotiation process through your counterpart’s eyes,” a top executive at a multibillion dollar company recently told me. “But I’m not sure exactly how to do this. How can we set aside our own views and biases and really get into our...
If Talks Turn Unpredictable, Use These Three Tips
I was surprised. We had developed a strategic negotiation plan and researched and considered a variety of possible reactions to our proposal. Yet his initial approach caught us off guard. In fact, it was inconsistent with our evaluation of his long-term interests and...
5 stages crucial in building trust
I recently sat in on a lecture from Rob Galford, co-author of “The Trusted Advisor,” which explains how to achieve professional success by earning clients’ trust and confidence. Since all negotiations involve trust, and a broad view of negotiation includes dealing...
Irrational behavior can hide an ulterior motive
“What should I do if my counterpart appears to act irrationally, or if their behavior just doesn’t make sense?” This possibility is extremely difficult to address as the negotiation research is dominated by how folks act and react in rational, logical ways. So if...
Be patient in dealings with customer service
“The agreement you signed gave you 14 days to return the device and avoid a $175 Early Termination Fee. It’s now 18 days and I can’t waive the fee,” the customer relations person told me last Saturday. “But I never would have ordered it had your colleagues – two of...
Relationships should be factored in to negotiations
I am in the midst of a contentious multi-party negotiation and have found myself occasionally reminding my colleagues of the value of the relationship with the other parties. While this value might appear obvious, we sometimes lose sight of the long-term as we focus...
Negotiation Preparedness Delivers the Advantage
You’re at your desk around 9:30 a.m. looking at your overwhelming “To Do” list, your stacked-up “In” box and wondering if your bonus - for once - will reflect your true value. Then the phone rings. It’s Bob, a potential strategic partner, calling to discuss your...
Prepare Yourself to Parry Common Negotiation Ploys
Here’s how it usually goes down. The prisoner is sitting alone in a locked room when two police officers enter. One’s the good cop. The other’s the bad cop. It’s a common negotiation tactic. Officer Toughguy starts by banging his hand on the table and pointing out –...
Preparation, Not Instinct, Key to Getting Top Results
A lawyer recently hired me to help negotiate the settlement of a very large lawsuit. After spending several hours discussing the negotiation, I inwardly groaned. My client, while a successful lawyer, had unwittingly made a major strategic error in the negotiation....
Free Negotiation Training:
Learn Latz's 5 Golden Rules of Negotiation.
Get Marty Latz's 5-minute lessons weekly with research findings and practical tips to be an expert negotiator. We won't share your info. (privacy policy).
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