In my last post, I reviewed the first two of my Five Golden Rules. Let’s now take a closer look at the remaining three: Golden Rule Three: Employ “Fair” Objective Criteria “I just want what’s fair and reasonable,” a friend said in the midst of his...
According to The New York Times this week, Steven Spielberg’s DreamWorks SKG is currently negotiating with India-based Reliance Entertainment to sell it an equity stake for $500-600 million. DreamWorks has the right to do this as it can opt out of its current...
Microsoft CEO Steve Ballmer in his negotiations with Yahoo! earlier this year effectively used one negotiation technique and ineffectively used another. Let’s start with what he did effectively. Ballmer apparently set a very specific goal regarding what he wanted to...
My Five Golden Rules of Negotiation provide the essential building blocks for every negotiation. They are: 1. Information Is Power—So Get It 2. Maximize Your Leverage 3. Employ “Fair” Objective Criteria 4. Design an Offer-Concession Strategy 5. Control the Agenda...
To wrap up the month, let’s consider the last two guiding principles of successful negotiating – protecting your reputation and learning by doing. Here are my thoughts on both: Jealously protect your reputation. Sounds simple and straightforward, right? Of course. But...
Welcome to my negotiation blog. My name is Marty Latz and I am the CEO and Founder of ExpertNegotiator. The purpose of this blog is twofold: first, to generally share my day-to-day thoughts and observations about negotiating, and second, to specifically help you to...
Most people negotiate instinctively. They rely on their intuition or “gut.” They negotiate in an “off-the-cuff” manner and, while some are better at this than others, the typical result is that money and other important interests are left on the table. The best...
