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...
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...
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...
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...
“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...
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...
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...
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...
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...
