Negotiation Columns & Blogs
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).
Offer-Concession Strategy A Key Part Of Preparation
I listed my house in 2003 at an aggressive price. I had been tracking the sales of comparable homes for eight years and had a good idea of what I could get. But you never know. So in setting my goal and determining my list price, I also asked two experts for advice:...
Prepare For The Moments That Define The Negotiation
The telephone rang and caller ID showed a number starting with zeros. He was calling from South America and wanted to purchase the rights to something I owned. I was intrigued. The call was undoubtedly pricey, so I figured he must be serious. He was. The opening...
Take Time to Plan Strategy, Negotiate
https://youtu.be/6p7RDyUqgyI The vast majority of business professionals and lawyers acknowledge the value of strategic planning. "Of course strategic planning makes sense," they admit. "We do it all the time, especially in setting our goals." Yet many of these same...
Mental focus is critical in negotiations
Let’s say you’re driving to work, your cell rings, and it’s your negotiation counterpart. You answer the phone. Before you say a word, who has the advantage? Your counterpart. Why? No matter how bright you are or how good you are on your feet, you’re probably not...
No Time to Plan
“I don’t have time to plan for my negotiations.” “Too many unknown variables exist to plan for our negotiations.” “We’ll plan - but in our heads. Formal planning would be superfluous and wasteful.” “My colleagues are bright, experienced and have great instincts. They...
Knowing Your Opponent Critical in Solving Disputes
In 1979, U.S. Sen. Joe Biden of Delaware was heading to Moscow when the Senate leadership asked him to meet with Soviet Foreign Minister Andrei Gromyko and negotiate an amendment to the SALT II arms-control treaty. Biden was told the Senate would not ratify the treaty...
Dealing With the Irrational, Real or Posed, Is Tough
A successful businesswoman once asked me to negotiate for her in buying out her partner’s interest in a piece of property. The negotiation, as sometimes occurs in partnership disputes gone bad, was ugly. Unfortunately, their relationship was poor. In fact, at one...
Personal Styles Can Make or Break a Negotiation
You know the type: super-competitive, hard-nosed risk-takers always out to “win.” You also know the opposite type: conflict avoiders. They dislike any conflict, especially the interpersonal kind. And they value peace and quiet above most everything. How we naturally...
Watch Out for Egos When Negotiating
Remember the classic television show “Columbo?” In it, Detective Frank Columbo was a bumbling detective who investigated high-profile murders. Huge egos surrounded him. Often, wealthy businessmen or politicians would be under suspicion, and eager prosecutors would...
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...
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).
Marty Latz's Analysis is Trusted by...
(Click the logos below to see the coverage. See more news coverage here.)
