Negotiation Columns & Blogs
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Does Consumer Anger Pay Off?
In a recent article in the Journal of Consumer Research, Eduardo B. Andrade and Teck-Hua Ho explore "emotional gaming" in consumer behavior - concealing your actual emotional state or displaying one different from your actual emotional state to try to improve the...
Dealing with (Feigned) Irrationality
After its nuclear test on Monday which generated international condemnation, North Korea reportedly fired several short-range missiles the following day. These actions by North Korean leader Kim Jong-il - who has been accused of acting and being irrational - raises...
Top Ten Impasse-Breaking Strategies
Keeping with the "Top Ten" theme from last week, here are my Top Ten Impasse-Breaking Strategies: 1. Get or share more information 2. Switch objective criteria 3. Prioritize needs and interests 4. Brainstorm options 5. Set deadlines 6. Temporarily put aside the issue...
Top Ten Independent Standards
Why should you use objective criteria to support your moves or offers and concessions in a negotiation? Because we derive power and legitimacy from the perception that our standards and criteria are based on objective, independent factors. If our positions are based...
Top Ten Characteristics of Competitors
One important aspect of negotiating is to understand your and your counterpart's preferred negotiation styles. I have found it helpful to categorize negotiator styles into three broad categories: a) competitors, b) accommodators and c) conflict avoiders. Of course,...
Top Ten Characteristics of Accommodators
As a follow-up to last week's blog about preferred negotiation styles in which I identified three broad categories of styles (competitors, accommodators and conflict avoiders) and shared a list of competitor characteristics, here are my Top Ten Characteristics of...
Top Seven Characteristics of Conflict Avoiders
To conclude my trilogy of blog posts about negotiation styles, here are my Top Seven Characteristics of Conflict Avoiders: 1. Strong need to avoid conflict, especially open conflict 2. Belief that almost all conflict is unproductive 3. Extremely uncomfortable with...
Spider-Man and Using Problem-Solving Negotiation Strategies
Walt Disney announced on Monday its acquisition of Marvel Entertainment in a $4 billion deal. Both sides stand to benefit. Marvel gains access to Walt Disney's powerful marketing and distribution system, including Disney's theme parks and cable television channels,...
Battle of the Experts
The Phoenix Coyotes professional hockey franchise is facing a bankruptcy court auction this week. One likely bidder is Jim Balsillie, co-CEO of Research In Motion (which makes the Blackberry). He wants to relocate the team to Ontario, a move opposed by the NHL. While...
Step in Your Counterparts’ Shoes
In her Monday New York Times article, "Trying to Sell Your Business? Think Like a Buyer," Barbara Taylor asks, "Why is it so difficult for business owners to put themselves in the shoes of a potential buyer?" One of the main reasons is the vast majority of people...
Create and Implement Negotiation Best Practices
In her Tuesday New York Times article, "So How's It Going? ," Jennifer Walzer states that she needed "to come up with a better way to track what happens in the office when I'm not there - and even when I am." She then recognizes that "if I want to provide my employees...
Reassess Your Leverage
If you're in purchasing or procurement, how can you reduce your costs, increase your margins, and still ensure the quality of service required from your vendors? When your vendor contracts come up for renewal, bid out the contract and come up with several alternate...
The Power in Numbers Ploy
In a Forbes.com article last week, Jerry Kennelly, a 30-year Silicon Valley veteran, described a negotiation he was involved in while at Inktomi, one of the first internet search engines, as follows: "There were two of us, and when we went into the room we faced 14...
To Compete or Problem-Solve?
A friend recently purchased a used car "as is" for around $5,000 from a dealer. About 45 days later the transmission tanked. Unfortunately, the problem appeared after the state "lemon law" warranty expired. My friend obtained several estimates for the repair, the...
List Your Information Needs
In her recent FT.com column, Memory doesn't matter when you have the net, Lucy Kellaway humorously recounts recent memory lapses and multi-tasking failures. She considers several solutions, one of which is to make lists. When preparing for a significant negotiation,...
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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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