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...
