“Sorry. It’s the way I negotiate,” President Donald Trump responded when asked about his conflicting tweets, inconsistent messages, and dizzying back-and-forth moves on the China trade war front 10 days ago. “It’s done very well for me over the years, and it’s doing...
I’ve always enjoyed a good story. Sometimes it has an important point. Other times not. But if it’s interesting and entertaining, it’s usually worthwhile. I also tell a bunch of negotiation stories in my training programs. They not only make my programs more...
Video: Was Negotiation Book “Getting to Yes” a Failure? Below is a partial transcript of the video. Keld “Welcome back if you’d be watching us previously I am happy to introduce Marty and Karen here today. Both of them has been on our show...
Teach Negotiation More Effectively and Save Time Fellow negotiation professor/teacher Roy Lewicki recently shared a few of his thoughts about our new negotiation teaching software and I thought teachers and negotiation enthusiasts might be interested. “One key to...
A colleague recently asked me to recommend the best negotiation book ever – other than my own, of course (Gain the Edge! and The Real Trump Deal). Here are my top two general negotiation books plus my top two more niche-oriented negotiation books. Get Book 1....
“How can we more efficiently negotiate our deal terms and conditions? It can take months for our lawyers to go back and forth on the documents, and the business teams get frustrated. We’ve even lost some deals as a result. Can’t we do this more efficiently?” A large...
6 Winning Negotiation Lessons from Game of Thrones By Marty Latz “This will be a difficult negotiation. We’re sitting down with people who want to see us both headless… You need to take your enemies’ side if you’re going to see things the way they do. And you need to...
Law school helped teach me that rational, logical, analytical, fact and evidence-based propositions can be powerful ways to achieve success in legal environments, especially in written motions to judges and presentations in complex cases to juries. This approach can...
Are you dressing for success? A recent study reveals how clothing can be a big deal in deal making, but probably not in the way you suspect. My 13-year-old son recently joined me at a conference that included leading figures from a wide variety of fields – the common...
