Negotiation Columns & Blogs
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Shop Savvy With Negotiation Strategies And Know-How
"The price is the price in retail, right?” The answer might surprise you -- sometimes “yes” and sometimes “no.” In fact, there might be significant room in which to negotiate. So how do you know, and how can you get your best possible deal? 1. Do your homework. The...
Know When The Time Is Right To Renegotiate A Deal
“We’ve already negotiated the major elements of the deal, but the market just changed significantly. And we haven’t closed yet. How can we to go back and renegotiate our deal without significantly damaging our reputation?” This question by a successful commercial real...
Buyers Must Strategize in Today’s Sellers’ Market
"How can you negotiate the best deals as a buyer in a sellers' market?" a real estate investor asked me. "It's not easy," I replied. "But using certain negotiation strategies will increase your ability to get the best possible deal." Of course, the structural...
Special Tactics to Negotiate Effectively By Phone
You have a telephone appointment with your counterpart in a big negotiation at 2 pm. It’s going to be a critical conversation as you received your counterpart’s extremely aggressive first offer last week, and you have not yet responded. If you come across as too...
In-person talks often best option
I wrote a column in 2011 entitled “In Person Talks Often Best Option” for The Arizona Republic. Given the timeliness of this subject as many CFOs and others contemplate the money saved with employees Zooming from home and staying away from airports, I thought I would...
Body Language is Critical to Successful Negotiations
Jane was dressed smartly and professionally, with an obviously expensive dark blue business suit and a brown leather briefcase. She walked purposefully into the room, surveyed it, sat down, placed her briefcase on the table. She took out a pad of paper, some neatly...
Definitive Negotiation Tips to Keep on the Right Track
A client recently asked for negotiation advice about selling his business. He’s in his 40s and has been growing his business for about 15 years. He started as its marketing guru, progressed to an ownership share and took over its helm when its founders decided to...
Flexibility and Timing Are Critical in Negotiations
She wouldn’t budge. Despite our concerted efforts to illustrate the unreasonableness of her position, she had dug in her heels. Or so we were told. The negotiation? The purchase of a house. The participants? The seller, the seller’s real estate agent, the potential...
Learn to Play the Negotiation Expectation Game
Let’s say I want to buy the house at 123 Negotiation Lane and it’s listed at $300,000. I do my research, analyze comparable sales in the neighborhood, find out its length on the market, evaluate its renovations and conclude it’s worth $290,000. Figuring I’ll pay...
Leaders Share Negotiation Strategies Anyone Can Use
“The thing I always try to keep in mind in any negotiation is to know what I want at the end of it. And I always make a practice of writing it down - what is victory for me? And then I set up a series of stages, as the negotiations unfold, and I always [try] to be...
Think Carefully About Which Negotiation Games to Play
A client recently sent me a list of negotiation “games” its counterparts regularly use. The list ranged from lying about certain facts to falsely pretending not to understand critical issues. After we discussed how to counter these “games,” my client asked me which I...
Five Ways to Walk Away From the Table Feeling Good
"How can I make sure my counterpart walks away from the table feeling good about our deal," a lawyer from one of the world's largest corporations recently asked me. "I want to get the best deal, but I don't want to harm the relationship between the parties, especially...
Discounts, Fee Negotiations Present Special Challenges
“What should we do when our clients ask for discounts on our fees? We believe our fees are reasonable, and our clients agreed to them at the beginning of our engagement. But we also value our future relationship and don’t want our clients to feel unappreciated or that...
Balancing Planning With Flexibility Is Key
I spent hours preparing and trying to consider all of the strategic factors that would affect our potential partner’s evaluation. I brainstormed with colleagues, tested our presentation on others in the field, and tried to step into his shoes to list his anticipated...
In Tough Economic Times, Negotiate For Best Outcomes
“It’s tough out there, and it’s getting tougher. This economic slump is really affecting our business. We need to be especially focused on our bottom line in our negotiations with vendors, customers and everyone else. So how should we negotiate differently in this...
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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