Negotiation Columns & Blogs
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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...
Relationship value in negotiations
It’s been a tough month. I lost a close friend to a two-year battle with pancreatic cancer. My 85-year-old dad went in for emergency surgery (which was successful). And I just saw a cousin who last year lost his 34-year-old son (my cousin, too, obviously) in a tragic...
Does Turf Matter? Negotiation Location Impacts Deals
At the end of the day, I was escorted into his corner office. He was the managing partner of the law firm, and he sat behind a large desk, in the power position. It was my last interview. If it went well, I hoped to receive a job offer. So began our negotiation. Many...
Active Listening is Critical to Successful Negotiating
We arrived at the naval air station about a week before President Clinton was due to visit. Our job? On behalf of The White House, work with the base commander and the other military personnel to ensure Clinton achieved his objectives during his stay. Our first...
Clues that suggest person may be lying
Wouldn’t it be great if you could accurately assess whether your counterpart was lying when they said “I have an offer from XYZ Co. that is 10 percent greater than yours, so you will have to put more on the table if you want this deal?” It sure would be nice to...
Metaphors, Analogies Are Useful, And Also Revealing
"This negotiation is a marathon. It's going to take a long time to achieve our goal, and it will be tough. Some of our steps might even be painful. But we must be persistent and focus on what we want to achieve long-term." When was the last time you heard or used a...
Collecting Facts Can Get You Where You Need to Be
https://youtu.be/JAckIeB2xLA We were sitting on a Boeing 767 at Sky Harbor International Airport around 4 p.m., waiting for a United Airlines flight to leave for Chicago, when a flight attendant told us our weather-delayed 2:31 p.m. flight would experience even more...
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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