Negotiation Columns & Blogs
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Credibility, knowledge vital
I recently returned from teaching a weeklong negotiation course to a multicultural group of executives in Singapore and it reminded me of some core personal attributes that apply in negotiations across all cultures. 1. Credibility and Integrity Matter On the...
When Closing Deals One Size Doesn’t Fit All
It’s Thursday night, and you’ve just finished a hard 12-hour workday. It’s been stressful, and you just want to have a relaxing dinner and catch up on some reading and sleep. Unfortunately, your spouse wants you to meet your new neighbors tonight and then attend a...
Close, Maybe, But No Cigar Until Final Commitment
“I sent them the settlement agreement weeks ago,” this real estate executive told me.” I haven’t heard anything since. Everyone agreed to the terms, including them paying us $300,000. Now they won’t call me back. What is the problem?” “Tell me how the negotiation...
Know When It’s Time To Stop Pushing And Sign The Deal
“When should we just stop asking for more and sign the deal?” I usually answer by noting that, at the end of the day, you must evaluate whether the value on the table is better or worse than your best alternative -- your Plan B. If it’s better than Plan B, sign the...
Lowering Your Dream Car’s Price Means Raising Your Knowledge
We arrived at the dealership on Dec. 28. Our goal? Find out as much as possible about the new sports car I had been eyeing. Two hours later, goal accomplished, we walked out. But I was hooked. The car cornered like a dream. And I needed safe, reliable and fun...
Negotiating With Business Partners Tricky Strategy
I will shortly be entering into a critical business negotiation with a major impact on my company's success -- and it will be with several individuals with whom I have long-standing and productive business relationships. This situation -- negotiating with long-term...
Try to build important partnerships
My client was a straight-shooter who laid it all out there in our first meeting with the potential business partner. “I’m telling you the way it is,” he said, “and I’m not holding back, because that’s the way I am. If you like it, we can create a very profitable...
Guidelines For Getting What You Want Out Of A Live Auction
https://youtu.be/4Qgug8gfBXI The new home was listed at about $500,000, and the builder held a live auction to sell it. It sold for $383,000 -- the buyer received almost 25 percent off. “What a deal,” you might say. Personally, I don’t know if the buyer received a...
How to get your best deal in awkward reverse auction
“What should we do if a big potential customer pre-qualifies us as a possible supplier, invites us to bid for its business, asks us to fly to its headquarters, puts us in a conference room right next to our competitors in adjoining rooms, and starts working us off...
The Five Keys to Success in Reverse Auctions – Part 1
Do you know how Walmart has historically negotiated with new potential suppliers? I haven’t personally been involved in these negotiations, but a number of folks have shared their experiences with me. I’ve been told that Walmart first sends out a Request for Proposal...
Building Your Negotiation Library
I was recently asked by someone new to negotiation what books to read first. Here are the five I suggested. 1. Gain the Edge! Negotiating to Get What You Want by Martin Latz. Of course I recommended my book first! My goal in writing Gain the Edge was to develop a...
ExpertNegotiator’s Blog Turns 5
We've been blogging about negotiation for five years now. To commemorate our anniversary, here is an excerpt from our first post, which explains our purpose - to help you become a better negotiator: Why is learning about negotiation important? Because negotiation is a...
Be Prepared/Leverage is Fluid
Kellogg announced today it is buying Procter & Gamble’s Pringles business for $2.7 billion. Last April, Diamond Foods outbid Kellogg and signed a deal with P&G to buy Pringles for $2.4 billion in a mostly stock-based transaction. That deal was derailed by an...
When to Walk
The New York Times reported yesterday that Dollar Thrifty took itself off the market after more than a year of negotiations with potential purchasers. In August, Dollar Thrifty asked bidders to submit their “best and final offers.” Avis withdrew from the process in...
What lessons did you learn from the debt-ceiling negotiations?
The U.S. federal government’s debt-ceiling negotiation has been at the forefront of the news for quite some time and generated a tremendous amount of interest and emotion across the entire political spectrum. From a negotiation perspective, what lessons did you learn...
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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