Negotiation Columns & Blogs
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Annual Lessons to Implement in 2025 (Part Two)
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,...
Annual Lessons to Implement in 2025 (Part One)
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...
RFP Negotiations (Part Two)
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...
Negotiating in Response to RFPs (Part One)
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...
10 Keys to Negotiating Contract Terms (Part Three)
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...
10 Keys to Negotiating Contract Terms (Part Two)
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...
10 Keys to Negotiating Contract Terms (Part One)
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....
Honesty and Integrity in Negotiations
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...
Learning from Sales Professionals
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....
Counterproductive Negotiation Pressure Tactics
I recently contacted a landscape designer to get a bid on our backyard and he came out to explore our thoughts. After checking everything out, he said he would put together his suggestions. He called a few days later and asked me to come to his nursery so he could...
Dealing with Distractions
How long has it been since you were speaking with a colleague and they glanced at their phone to check a text, notification or email? I bet this has already happened to you multiple times today. Or maybe it was your phone that buzzed while you were drafting an email. ...
The Value of a Negotiation Apology
No one is perfect. And everyone makes mistakes. Sometimes these mistakes are minor, but other times we really mess up. It’s human. Of course, companies mess up, too. So, what can we do, especially if you and/or your company need to repair the relationship and rebuild...
Memory Improvement and Negotiation Skills
I have an average memory. But I’m always looking to improve. So when my son suggested I read Joshua Foer’s New York Times bestseller “Moonwalking with Einstein: The Art and Science of Remembering Everything,” I was intrigued. It was a fascinating book, largely because...
Nancy Pelosi’s Negotiation Pearls of Wisdom (Part Two)
Former House Speaker Nancy Pelosi recently engaged in one of the most consequential negotiations in U.S. history, as NBC News reported her as the one “fanning the flames” who “played a critical role in delicately nudging” President Joe Biden to withdraw his candidacy...
Nancy Pelosi’s Negotiation Pearls of Wisdom (Part One)
Whether you love or hate former House Speaker Nancy Pelosi, almost everyone can agree that she masterfully wielded the reins of power to accomplish major public policy changes (Obamacare would likely have never passed without her). Of course, her negotiation skills...
Free Negotiation Training:
Learn Latz's 5 Golden Rules of Negotiation.
We'll send you a new video for each rule and you'll get Marty Latz's monthly column with great negotiation tips. We will not share your info. (privacy policy).
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