by Marty Latz | Tips
Good Negotiating: Step into your Counterpart’s Shoes “I just don’t understand,” John said. “How can they take that position? If you analyze this issue logically and evaluate all the relevant factors, they should be willing to accept our offer.” What’s the... by Marty Latz | Tips
“I know it’s critical to view the negotiation process through your counterpart’s eyes,” a top executive at a multibillion dollar company recently told me. “But I’m not sure exactly how to do this. How can we set aside our own views and biases and really get into our... by Marty Latz | Tips
I was surprised. We had developed a strategic negotiation plan and researched and considered a variety of possible reactions to our proposal. Yet his initial approach caught us off guard. In fact, it was inconsistent with our evaluation of his long-term interests and... by Marty Latz | Tips
I recently sat in on a lecture from Rob Galford, co-author of “The Trusted Advisor,” which explains how to achieve professional success by earning clients’ trust and confidence. Since all negotiations involve trust, and a broad view of negotiation includes dealing... by Marty Latz | Tips
“What should I do if my counterpart appears to act irrationally, or if their behavior just doesn’t make sense?” This possibility is extremely difficult to address as the negotiation research is dominated by how folks act and react in rational, logical ways. So if... 
