Here’s Part Two of my annual list of lessons learned and links to the columns that more extensively address these strategies. Don’t forget to implement these in 2025! Auctions will almost always maximize sellers’ negotiation leverage when price matters. Similarly,...
Here’s my annual list of lessons learned and links to the columns that more extensively address these strategies (part 1). Don’t forget to implement these in 2025! Monkeys negotiate too (LINK to video), and we can and should learn from them! Read more. You’ll be more...
There’s one main negotiation reason procurement professionals/buyers send out Requests for Proposals (RFPs) – to create leverage by developing better Plan Bs to their Plan A (which is not buying or just sticking with its incumbent). Of course, sellers also seek...
I’ve faced this negotiation dilemma many times over the years. I get an email with a formal request for proposal (RFP) from a government entity or large company looking for one or more negotiation training programs. The dilemma? Should I spend the time and effort to...
The major deal points for the sale of my client’s company were set. But we still needed to negotiate terms and conditions (Ts and Cs). And both sides needed it done quickly. As a result, my client insisted that we send a draft “final” contract, with very little room...
Years ago, a potential client asked me to help him negotiate and sell some commercial real estate in Phoenix. After he agreed to my fee, I sent him my standard two-page consulting contract to review and sign. Several days later, he suggested we just do this on a...
The bread and butter of a corporate/transactional lawyer’s professional life involves negotiating contract terms and conditions (“Ts & Cs”). They spend hours every day drafting, analyzing, comparing, discussing, evaluating and then negotiating Ts & Cs....
I recently came across an article about my grandfather Rubin Latz’s death on the front page of the Minneapolis Morning Tribune on December 25, 1948. A long-time Minnesota labor leader and close friend of former U.S. Vice President Hubert H. Humphrey, I’m told he was...
He had been in the pool deck and resurfacing industry for about 40 years – and he was a talker. He was also the fourth sales professional I met that day. But I was all ears. Why? Because my wife and I weren’t yet firm on what we wanted for our pool decking and patio....
