Negotiation Columns & Blogs
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Negotiation Columns
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Who Has Stronger Trade Leverage – U.S. or China?
The most common negotiation question I am asked these days relates to the current U.S.-China trade war standoff: who has stronger leverage? Here’s my answer, which may surprise some of you. But first, some history and how we got here. The U.S. initiated a tariff-based...
Tennis Superstar Jimmy Connors’ Negotiation Lessons
I recently finished tennis superstar Jimmy Connors' autobiography The Outsider and it contained some great lessons applicable to negotiations (and life). Connors, who won 8 Grand Slam singles titles and was ranked #1 in the world for 268 weeks – 5th most of any player...
Barcelona Newspaper Interview
I hope you enjoy my interview with el Periodico, the daily newspaper based in Barcelona Spain. Here is the LINK. The text is in Spanish, but it can be translated to English if you open it in Google Chrome. * Marty Latz is the founder of Latz Negotiation, a national...
Fox Business News Interview
I hope you enjoy my interview with Fox Business News on Monday. Here is the LINK. * Marty Latz is the founder of Latz Negotiation, a national negotiation training and consulting company that helps individuals and organizations achieve better results with best...
Ukraine TV Interview
I hope you enjoy this video interview with this Ukrainian newspaper - The Kyiv Independent - on the Russia-Ukraine negotiations. Here is the LINK. And it's in English! * Marty Latz is the founder of Latz Negotiation, a national negotiation training and consulting...
Who Will Win and Lose Ukraine’s Peace Negotiations (Part One)
“You don’t have the cards right now,” U.S. President Trump berated Ukrainian President Volodymyr Zelenskyy in the now infamous Oval Office Scolding that further unraveled the U.S.-Ukraine relationship. That meeting, which both parties had presumably intended to be a...
Trump’s Threats and U.S. Leverage: A Power Combination (Part Two)?
Vito Corleone in The Godfather famously made an “offer he can’t refuse” when “asking” for a movie part for his godson from a film producer. It worked. Why? The film producer’s alternative, or Plan B, to refusing: death. That’s powerful leverage! A negotiation threat...
Are President Trump’s Threats Credible and Effective (Part One)?
President Ronald Reagan in 1981 threatened 12,000 striking air-traffic controllers with the loss of their jobs if they did not report back to work “within 48 hours” of his statement. 11,359 did not comply. He fired them. According to former Northwestern Professors...
France TV Trump Interview
I thought you might be interested in this France TV interview I recently did discussing President Donald Trump's negotiating skills and strategies. * Marty Latz is the founder of Latz Negotiation, a national negotiation training and consulting company that helps...
Who Deserves Negotiation Credit for the Israel-Hamas Hostage Deal?
I was recently interviewed on France’s public television station concerning the Israeli-Hamas hostage negotiation deal. I was asked who should get credit for negotiating an agreement that in Phase One is intended to bring a ceasefire, the return of 33 Israeli...
Increasing Creativity in Negotiations
I’ve always enjoyed escaping into the fantasy worlds of novels and series like The Lord of the Rings, Game of Thrones, Harry Potter, and the list goes on. And I always think as I read them – where do these authors come up with these wild ideas. Different kinds of...
Annual Lessons to Implement in 2025 (Part Two)
Here’s Part Two of my annual list of lessons learned and links to the columns that more extensively address these strategies. Don’t forget to implement these in 2025! Auctions will almost always maximize sellers’ negotiation leverage when price matters. Similarly,...
Annual Lessons to Implement in 2025 (Part One)
Here’s my annual list of lessons learned and links to the columns that more extensively address these strategies (part 1). Don’t forget to implement these in 2025! Monkeys negotiate too (LINK to video), and we can and should learn from them! Read more. You’ll be more...
RFP Negotiations (Part Two)
There’s one main negotiation reason procurement professionals/buyers send out Requests for Proposals (RFPs) – to create leverage by developing better Plan Bs to their Plan A (which is not buying or just sticking with its incumbent). Of course, sellers also seek...
Negotiating in Response to RFPs (Part One)
I’ve faced this negotiation dilemma many times over the years. I get an email with a formal request for proposal (RFP) from a government entity or large company looking for one or more negotiation training programs. The dilemma? Should I spend the time and effort to...
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