Negotiation Columns & Blogs
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Effective Negotiators Exhibit Patience
“He just wanted me to get the deal done. “It’s time to stop the back and forth,” he said. “Just sign the deal.” “Patience,” I told him. “We’ve got strong leverage here, a very good alternative, and I believe we can save a significant sum of money with one more move...
Costly Ego Just One Of The Major Negotiation Pitfalls
I once sold an ordinary $20 bill to a lawyer in New York City for $83. How? By getting his ego involved. Here’s what happened: I announced in a seminar for about 100 New York lawyers that “I’m going to auction this $20 bill off to the highest bidder. “You are free to...
Dealing With Angry And Vindictive Individuals
“She was angry and vindictive,” he told me. Her husband had betrayed her love and trust by having an affair. Now it was payback time – and she wanted a chunk of his flesh, which she figured meant 75% of their joint assets in their divorce. Unfortunately for her, the...
Effective Strategies For Dealing With Difficult People
“He was demanding, unorganized and he didn’t know what he really wanted. And he took a shotgun approach to the issues, all of which needed to be resolved immediately. It lasted six months, and it was incredibly frustrating.” This comment by a client sums up a...
Effective Traits in Successful Negotiators
William Shatner in his Priceline commercials portrays a caricature of the aggressive, adversarial, competitive and slightly sleazy negotiator who wheels and deals to get you the best prices. And he gets them - in the commercials. But do these characteristics in real...
Learn to detect, deal with big egos
What do the NFL, NBA, and federal budget negotiations all have in common? Highly successful parties at the table, many of whom over their careers have developed significant egos. Since we all have egos, why should you care? Because you should use certain techniques...
How to Evaluate, Measure Negotiation Successes
"How can we evaluate the negotiation ability of our managers, sales people and others who negotiate on behalf of our company?" I was recently asked by a client. "After all, we only rarely get the opportunity to really find out what they left on the table. Few of their...
All Win: Non-Competitive Negotiations Score
Ron told me to put up my dukes. So I did. And we went at it. It was in our basement. Ron, my older brother, was 11. I was 10. My dad, a former Golden Gloves boxer, had taught us to box so we could defend ourselves. Ron and I occasionally fought over the usual sibling...
Civility is a ‘Win, Win’ When Doing Business
I was surprised. Instead of working with me to resolve the challenge we unexpectedly faced, he immediately said he would see me in court and didn't express any regret for partially contributing to the situation. His seemingly knee-jerk reaction was not a smart...
How You Can Avoid Being Exploited In Negotiations
Do nice negotiators tend to finish last -- or "lose" more often -- in their negotiations? And if so, how can they protect themselves from this tendency and be more effective? This is a central dilemma for many nice negotiators. When faced with an aggressive and...
When to Move Up the Chain
A client recently asked for advice concerning his negotiation to collect a $17,000 bill from a customer. The relationship had deteriorated in part due to a major personality conflict, and his customer – after agreeing to pay the balance – changed her mind and sent...
Dealing with Corporate Bullies
“How should my wife deal with bullies,” this seminar attendee asked me. She works for a large software company, he said, and helps implement their systems at customers’ offices. And their customers regularly try to bully her into providing a lot more services and...
How to deal with personal attacks
Newt Gingrich has repeatedly called Mitt Romney a liar. And Romney has incessantly focused on Gingrich’s personal ethics and effectively accused Gingrich of being a sore loser. And remember the 2008 primary battle between President Barack Obama and now Secretary of...
Dealing with Micro-Negotiators
“I can’t believe they want to negotiate every single point,” my client said. “It makes no sense. These are standard terms, and many of their changes represent no functional difference.” What can you do when facing someone who wants to negotiate everything – even...
Be thankful for skill across the table
I have been blessed over the years with many negotiation counterparts who have exhibited tremendous skills. While some sat across the table as adversaries, some at the table as potential partners, and some behind the table working through agents, the best brought to...
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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