Here’s my annual Latz’s column featuring the best lessons learned in 2019. Each lesson has a link to the article that expands on that topic in case you missed it.
Let’s recommit to not just knowing them – but implementing them in our negotiations in 2020. Because being better at negotiation will help you have a happy New Year!
- Off-the-cuff negotiating is our enemy. So let’s defeat it in our schools, at home and with life-long learning. Negotiation is a fundamental life skill and core competency in almost everything we do. Negotiation skills taught to kids will benefit them for a lifetime. In our professional and personal lives we can and should continue to improve our negotiation effectiveness. Read the column.
- Many of us love to hear interesting and compelling stories. But they may very well alter our perception of the facts in a negotiation. Enjoy the story. But keep your focus on the facts, not the story. Read the column.
- More efficiently negotiating can save time but at a cost in terms of effectiveness. To go down this path, weigh the risks and rewards and do it strategically. Read the column.
Column continued below…
- Look for negotiation lessons everywhere – even in popular television shows like “Game of Thrones” – and you will constantly improve your skills and results. Learn six winning negotiation lessons from “Game of Thrones.”
- Don’t discount the impact of how you dress. And when in doubt, dress up and not down. But beware of triggering clothing envy. Super nice status symbols can trigger envy and resentment – and thus backfire. Get 5 tips on how to dress for a successful negotiation.
- Strategy and planning lie at the heart of Sun Tzu’s Art of War and the Art of Negotiation. Get 12 timeless lessons on negotiation.
- Outside influencers can make or break a negotiation. Take control of their influence by incorporating them into your strategic process. Try these three steps.
- Emotional best practices in negotiations can be applied in a practical way, and Chris Voss’ “Never Split the Difference” provides a good road map for them. Read the column.
- Thanksgiving should be a time for giving thanks. Planning to avoid possible stressful situations will help achieve this. Here’s how to avoid awkward table topics during the holidays.
- You can’t improve your negotiation skills and results without learning what the experts recommend. Study these great negotiation books (Getting to Yes, Influence: Science and Practice, Getting Past No, and Built to Win), plus mine. It’s a crucial first step. See a list of the best negotiation books of all time.
- Repetition isn’t always a bad thing. In fact, repetition can lead to better learning. And better learning can lead to positive behavior change. Here are several lessons worth repeating.
Latz’s Lesson: Incorporate these lessons into your Strategic Negotiation Plans in 2020. 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 also has two bestselling books Gain the Edge! and The Real Trump Deal: An eye-opening Look at How He Really Negotiates. He can be reached at 480.951.3222 or Marty@LatzNegotiation.com.