by Marty Latz | Blog
One important aspect of negotiating is to understand your and your counterpart’s preferred negotiation styles. I have found it helpful to categorize negotiator styles into three broad categories: a) competitors, b) accommodators and c) conflict avoiders. Of...
by Marty Latz | Blog
As a follow-up to last week’s blog about preferred negotiation styles in which I identified three broad categories of styles (competitors, accommodators and conflict avoiders) and shared a list of competitor characteristics, here are my Top Ten Characteristics...
by Marty Latz | Tips
Ron told me to put up my dukes. So I did. And we went at it. It was in our basement. Ron, my older brother, was 11. I was 10. My dad, a former Golden Gloves boxer, had taught us to box so we could defend ourselves. Ron and I occasionally fought over the usual sibling...
by Marty Latz | Tips
I was surprised. Instead of working with me to resolve the challenge we unexpectedly faced, he immediately said he would see me in court and didn’t express any regret for partially contributing to the situation. His seemingly knee-jerk reaction was not a smart...
by Marty Latz | Tips
Do nice negotiators tend to finish last — or “lose” more often — in their negotiations? And if so, how can they protect themselves from this tendency and be more effective? This is a central dilemma for many nice negotiators. When faced with an...
