Negotiation Columns & Blogs
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Jazz up your negotiation skills by emulating musicians
What can we learn from jazz musicians about negotiation? Seemingly little. Yet a new book on negotiation by Harvard Business School Professor Michael Wheeler, The Art of Negotiation: How to Improvise Agreement in a Chaotic World, makes a compelling case that jazz and...
Negotiation lessons to put into practice
I recently concluded a few negotiations – business and personal – and learned and confirmed some things that have universal applicability to many negotiations. I have added these to my personal list of Negotiation Lessons Learned so they are front and center for me in...
3 negotiators share their most effective strategies
I recently led a seminar with a panel of six expert negotiators from the legal and business worlds, and I asked each to share their most effective negotiation strategies. Here are some of their “pearls of wisdom” along with my thoughts on them. Three of the experts’...
Words of negotiation wisdom, Part 2
Last month I shared the most effective negotiation strategies ever used – “pearls of wisdom” - by three of the six panel members from the legal and business worlds in a seminar I recently led. Here are the remaining three. Danny Ortega, Board Chair, National Council...
“Must haves” for negotiating deals
“What do we really need in almost every agreement, from a negotiation perspective?” This critical question points to the core of many negotiations. After all, if you can’t achieve your “must haves” in a negotiation – you’re usually better off walking away and not...
When Emotions Stop the Talks, It’s Time to Stand Back
At stake was $150 million. AT&T was pitching its new telecommunications system. Boeing wanted to purchase it. Early in the negotiation AT&T described its reliable service, its prompt response rate and the speed with which it would fix possible problems. Boeing...
Becoming A More Emotionally Intelligent Negotiator
Have you ever seen someone completely lose control in a negotiation? Perhaps you inadvertently pushed one of their emotional buttons, and they let loose with a stream of invectives. Or perhaps they just suddenly started crying. Of course, perhaps it was you who lost...
Pay Attention to Core Emotions to Help Negotiations
A successful lawyer, she had left her practice to start a family. And she loved it, but it was a tough adjustment. While practicing law, she had staff who reported to her and she made decisions affecting thousands of people. At home, she discussed most significant...
Temper has no place in negotiations
"On several occasions I got so angry at the other side’s actions that I wrote a nasty e-mail and shot it off. Fortunately, it didn’t destroy the negotiations. But I’m worried my temper will cause bigger problems next time. What should I do?” This comment, from a...
Attitude, emotions can have impact on negotiation
I recently hired a new executive assistant and one thing came through loud and clear in her interviews – one of our most important mutual interests was our potential compatibility and our respective attitudes toward our responsibilities. She also brought a very...
Logic, feelings can play role in decision – or not
A consulting client recently accepted a very attractive offer to settle a lawsuit despite their pretty accurate analysis that the case – if they took it through trial – would almost certainly result in a much better result. This seems illogical. Yet they were quite...
Dealing with too much commitment
“I feel so committed to my client that I have a really hard time being objective and analytical in my negotiations on their behalf,” a lawyer told me recently. “I really take things personally. What should I do?” This issue, which can also impact those negotiating for...
Advance Your Negotiations With the ‘Big Shmooze’
You walk into a car dealership to buy a new vehicle. A salesman approaches, introduces himself as “John,” and asks how he can help. You say, “I’m looking for a new SUV. My old one is rusting out. It grew up in Minnesota, just like me.” “Really,” John says. “Where in...
Empathy a Critical Skill to Use in Negotiations
Ambassador Dennis Ross, Chief Middle East peace negotiator during the George H.W. Bush and Bill Clinton presidencies, has an "empathy rule" in his negotiations. "To gain the hardest concessions," he writes in Statecraft, "prove you understand what is important to the...
Parenting, negotiating playbooks are similar
I have an eight and a three year old and, like all kids their ages, they can be challenging. So I recently read the classic parenting book “How to Talk So Kids Will Listen & Listen So Kids Will Talk,” by Adele Faber and Elaine Mazlish. Interestingly, much of its...
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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