Negotiation Columns & Blogs
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Know Who You’re Dealing With: Ethics Do Matter
“John, you’re going to have to do better than that if you want this company,” said the New York investment banker. “We’ve got a higher offer from one of your competitors.” “How much better, and who made it?” John responded. “I can’t say as we have a confidentiality...
Trust’s Boundaries Best Marked in Units of Risk
“I don’t trust him,” he told me. “He’s lied in the past and will do it again. But I have to deal with him. What should I do?” First, understand the role that trust plays in negotiations. According to Roger Fisher, co-author of “Getting to Yes,” trust is a matter of...
Negotiations Should be Based on Truth, Moral Terms
“I don’t really care much about the job security and health benefits of my soon-to-be ex-employees,” this business owner told her chief negotiator. “My financial bottom line is far more important to me. But John (our potential purchaser) doesn’t know this. So tell him...
Reputation is worth much more than money
“I agreed to his requested discounts and his changes to the lease terms but he hasn’t signed yet. Then I got a call from another possible tenant – and I am pretty sure this one will pay our full rate without any discounts. What should I do from a negotiation...
The More the Merrier in Negotiations, If You’re Ready
In the original hit CBS series “Survivor,” 16 participants started out on an island together and, one by one, they voted off their colleagues until only one remained. That “Survivor” won, taking home the $1 million prize. How did he win? His strategy largely revolved...
Sound Management Principles Build Great Negotiators
We’ve all seen the pictures of negotiators sitting at the table -- one team facing off against the other. Importantly, each team almost always includes at least several individuals. Often, in fact, each team includes multiple players, each of whom may play a critical...
Tips for negotiating with government entities
“She has the power to make or break us. It would be great if we get the patent. But if we don’t, it will be a serious problem for the defensibility of our product. How do we increase our likelihood of success?” A critical issue here – how to negotiate with government...
Managing Negotiators: Implementing Best Practices
"I feel like I'm a pretty effective negotiator," he said. "Of course, there's always room to improve, but I'm fairly sure I'm not leaving much on the table. Unfortunately, I don't have the same confidence in my team. It's a very good team, but it's tough to know...
Keep Eyes, Ears Open When Negotiators Are At Work
How can you tell if your front-line negotiators are on track or if they’re running a big risk of messing up? This question is especially important early on for managers, when they may want to revise their team’s strategy and/or just avoid wasting their team’s time and...
Change The Behavior Of Your Front-Line Negotiators
“I’m frustrated,” some managers tell me. “We provide negotiation training. We create negotiation best practices. We attempt to manage to them. But many of our front-line negotiators still resist negotiating strategically and just keep doing it instinctively. “I know...
The Golden Rules of Negotiation – Best Practices for Supercharging Your Team’s Performance
What's the most effective way in today's economy to increase your margins, close more deals and improve your team's success rates without spending a lot of money in the process? Answer: Creating, implementing and managing negotiation best practices. Negotiation is one...
3 Steps To Smarter Deals
P.F. Chang's is expanding internationally and doing well despite our economic challenges. How? By increasing operational efficiencies, lowering costs and training its personnel to do things better, according to Newsweek. How can your organization position yourself for...
Women Experience Greater Gender Bias in Negotiations
I used to be skeptical of claims that gender made a significant difference in a person's negotiation effectiveness. I have negotiated for and against many women over the years and taught thousands of women to more effectively negotiate. Only rarely did I feel that a...
How to deal with sexist attitudes in the workplace
“I sometimes have to negotiate with older sexist men who make inappropriate comments and use tactics they would never use with men my age,” a bright young female lawyer told me recently. “What should I do?” 1. If truly offensive - demand they stop If the sexist...
Getting the Oops Out Of Your Negotiations Results
"I messed up, and I don't know what to do. Now I need to ask for something back that I already agreed to provide. What should I do?" What should you do if you've made a mistake in a negotiation and you know it? First, realistically, sometimes it's not possible to do...
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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