Leverage: Understanding and Exercising It Is Key

You’re the CEO of a company employing a quarter of the city’s employees. Your company provides a significant portion of the city’s tax revenue but neither you nor your company is active in the community’s political affairs. Recently, you decided to expand your...

Negotiating from Strength, Even if You Don’t Have Any

“We’re going to court,” she told me during a break in my negotiation seminar. “What else can we do? We really want to sell, and my brother-in-law’s `best offer’ for our share of the family business will only give us 10 percent of what it’s worth. Plus, the...

You May Be Stronger, But Be Savvy In Using Leverage

“How can we use our large size and power to get our best deal, yet still avoid alienating smaller companies with whom we want a future relationship? After all, we value our reputation and don’t want them to feel we’re just imposing our terms.” This question, posed by...

Want To Make A Deal? Don’t Let Them See You Sweat

Longtime Wall Street lawyer James Freund, counsel in many of the 1980s corporate takeover battles, wrote in his book Smart Negotiating that he almost always wanted to make the first offer on price issues as it sets the “ballpark where the action will...

Negotiation Strategies Help Boost Leverage

My name is Marty Latz, and I am the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, online software that helps individuals more effectively negotiate based on the experts’ research. I am also...