Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM

Here’s part one of my annual list of lessons learned and a reminder to put these strategies into practice in 2024. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Part two will be next week’s column.

  • This is a recap of lessons learned in 2022 that you hopefully incorporated this year. Read more.
  • t’s difficult to change behavior. But Clear’s Atomic Habits shows us some practical ways to actually do it. It can be a game-changer leading to substantially better negotiation results. Read more.
  • I love sports and negotiations. Success in both depend on many of the same qualities. Read more.
  • Movies aren’t real-life, but we can learn real-life negotiation lessons from them. “Air” can teach us about strategic intelligence-gathering, negotiating with the right person, perseverance, creativity, and the value of brainstorming. (“Air” lessons – part one). Read more.
  • The Nike-Michael Jordan negotiation and partnership ended up being a slam dunk for both parties. This team effort involved core interests, differentiation and leverage, aggressive goal setting, meeting at the right time, and precedent. (“Air” lessons – part two). Read more.
  • AI is already starting to impact the negotiation world and will inevitably cause more changes in the near future, including to some of our jobs. So, let’s get ready, adapt, and ensure it gets incorporated into our negotiations in the most effective way. Read more.
  • Don’t gouge your counterparts – even if you can – as the value of your future business relationship may outweigh any short-term incremental benefit. Read more.
  • Your morality and human values should be considered in all negotiations, not just your leverage and raw power. Read more.
  • Consider your personal goals in negotiations, especially family-related ones – sometimes they trump the leverage and the money. Read more.
  • It just feels appropriate sometimes to leave some extra value on the table – so just do it. Read more.
  • Graham is 100% right when he says that “once a person knows you’ve heard them, it’s much easier for them to hear you.”  That opens up the possibility to changing their mind. Read more.
  • Actively explore and find some tribal unity with your counterparts in your negotiations. Read more.
  • Negotiating with college-age students requires listening and asking, exploring interests underlying positions, helping them prioritize and balance their goals and interests, and strategic planning. Just like all negotiations! Read more.
  • Expert negotiator Bill Richardson struck deals with some of the world’s most unsavory characters. How? In part by listening and doing his homework with extensive strategic intelligence gathering. Read more.

Latz’s Lesson: Incorporate these lessons into your Strategic Negotiation Plans in 2024. Better results will follow. 

* 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 practices based on the experts’ research. He can be reached at 480.951.3222 or

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