Negotiation Columns & Blogs
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Know When It’s Appropriate To Negotiate
“Do you negotiate everything?” a friend recently asked me. “And even if everything is negotiable, should you? When and where should you turn it off?” These questions raise critical issues all negotiators should consider. First, let’s define what we mean by...
Don’t negotiate in these situations
I have been accused by my wife on occasion of negotiating too much – and she is right. Even though I enjoy the process immensely, sometimes I spend too much time and effort trying to get the absolute best deal when I might be better off just walking away or graciously...
Technology-Related Deals Present Special Challenges
It was a "bet the company" deal, so we spent hours putting together a strategic negotiation plan and a detailed request for proposal to develop our software. Then we solicited bids from qualified firms. Five parties bid, and our negotiations began. Around the same...
How technology has changed negotiations
I recently attended a seminar in which a technology expert suggested “the mobile platform [of smart phones and tablets] will rule” much of our future activities, and he may be right. But one thing I know for certain – this technology revolution has already...
Internet, apps have changed negotiation landscape
My wife recently saved us significant money on new furnishings for our family room. In shopping around, she found surprisingly large price differences for identical products. Similarly, a training program attendee recently told me he received three very different bids...
Negotiating As A Team Requires Strategic Planning
You show up and you're outnumbered three to one. In addition to its regional vice president, the other side includes a technical expert and an administrative assistant whose sole purpose is to take notes. What just happened? If you engage, you will be starting at a...
Tips for internal team negotiations
“I really don’t connect very well with my colleague. We just don’t have much in common. But we have to work together to successfully complete this project. What should I do?” Many of us have been in this situation. And it’s not ideal. But unless you’re the CEO, you...
NBA Takes Players to Negotiation School
My friend said, “This NBA strike is ridiculous. The players are already making tons. Why don’t they just quit whining and play?” I can’t say I disagreed. Only one problem. The NBA players never struck. Instead, the owners created and publicly defined the issues in...
Colangelo is a Seasoned Negotiator
The negotiation lasted almost 20 years. The buyer had a clear goal: ownership. But in 1968, when the negotiation started, he admitted he didn’t have “two nickels” in his pocket. In 1987, he had more, but not nearly enough. The cost? $44.5 million. The sale item? The...
Fans’ Squeeze Play Led to Baseball Deal
Thousands of fans sat on pins and needles as negotiators met late into the night trying to avert the ninth work stoppage in baseball history. And they succeeded. “Who succeeded?” you ask. The owners? The players? Neither? Or both? In my opinion, there were only two...
Check These Negotiation Elements in NHL Dispute
The deadline to complete a new deal is Sept. 15. That's when the National Hockey League's Collective Bargaining Agreement expires. It's also when, absent a deal, the NHL appears willing to institute a season-threatening lockout of its players. The stakes are large....
3 lessons to learn from NFL’s refs debacle
Few could have predicted the Green Bay Packers would lose on a bungled call by an NFL replacement official. And few could have predicted the fans’, players’, and coaches’ increasing uproar due to consistently inconsistent calls from those replacement officials. In...
Former NBA player and coach shares negotiation truths and tips
I recently sat on a plane next to former NBA All Star player, head coach and long-time TV analyst Doug Collins, who has spent over 40 years negotiating with almost everyone in the NBA world. Given his unique perspective and excellent reputation, I asked him to share...
America West Dispute: What’s ‘Fair’?
The insurance adjuster practically laughed out loud. My 1981 Datsun 280ZX had seen better days. Born in Minnesota, she had rust around her wheel rims and even had a rust hole where the rear bumper once attached to her right rear quarter. And she had two deep,...
Don’t Be Shy, Learn How to Negotiate, Ask for Raise
A law student of mine several years ago asked me for help in negotiating a salary with a law firm for whom he had worked the previous summer. He told me he loved the firm and wanted to accept its offer, but thought its starting salary was low. So he asked – should he...
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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