Negotiation Columns & Blogs
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Disadvantages of Taking a Break – Part Two
The vote to depose Managing Partner Jessica Pearson of Pearson Hardman, the fictitious law firm in USA Network’s legal drama series Suits, was moments away. She was going to lose. But then star associate Mike Ross barged into the meeting, threw a folder onto the...
Advantages to Taking a Break – Part One
"I just bought us 48 hours,” star lawyer Harvey Specter told his understudy in the USA Network legal drama series Suits. He said this after getting his incarcerated client to hit him, a shocking move that gave them sufficient time to elicit a confession from the real...
Ben Franklin’s Masterful Negotiations – Part Two
Founding Father George Washington has his famous cherry tree story about his honesty (which ironically was untrue). But Founding Father Benjamin Franklin has a real story about his very own mulberry tree behind his Philadelphia house – and it relates to his effective...
Ben Franklin’s Masterful Negotiation Lessons – Part One
Without Founding Father Benjamin Franklin’s extraordinary negotiation skills, the United States of America may not even exist. It was Franklin, after all, that successfully negotiated with France for sufficient financial and military resources to fight the British in...
Learning from Negotiation Mistakes
I have always been intensely competitive – in sports, business and in negotiations. It’s a strength and weakness. I remember losing a particular high school tennis match that really motivated me to hit the practice court even more. And to this day, I still feel...
How to Raise Your Rates
When I practiced law in the mid-1990s, my law firm sent out its new fee rates every January. And our clients basically just said “ok.” Our rates would go up a bit each year, and it was generally viewed as no big deal. With the incredibly competitive marketplace these...
Negotiating with Monkeys
I am unaware of any research into the negotiating habits of monkeys. But the monkeys in Bali do negotiate – at least with humans – and apparently do it fairly well. This week’s column is based on BBC Planet Earth’s 3-minute video (here’s the LINK) entitled The...
Lessons Learned 2023 – Part Two
Here’s part two of my annual list of lessons learned and a reminder to put these strategies into practice in 2024. You won’t get better results if you don’t implement them. Almost all negotiations involve the weighing and prioritizing of interests along with...
Lessons Learned 2023 – Part One
Here’s part one of my annual list of lessons learned and a reminder to put these strategies into practice in 2024. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Part two will be next week’s column. This...
Work works.
Here is Part Two of the negotiation lessons I gleaned from mega movie star and former California Governor and Mr. Universe Arnold Schwarzenegger’s book “Be Useful: Seven Tools for Life” (and here is Part One if you missed it). “If there is one unavoidable truth in...
Knowledge is Power
I recently read mega movie star and former California Governor and Mr. Universe Arnold Schwarzenegger’s book “Be Useful: Seven Tools for Life.” Interestingly, I found a lot of negotiation nuggets in it, all of which were couched as life lessons. Of course, negotiation...
Momentum Matters in Negotiations
It appears some powerful momentum is currently being generated in the hostage negotiations between Israel and Hamas. The first several hostages were released October 23. Then last week more were released each day of the 4-day negotiated “pause.” (For a good summary of...
Advice for Negotiators at Thanksgiving
Four years ago, I wrote a Negotiators Guide to Thanksgiving Conversations and eight years ago I wrote a column thanking negotiators for exhibiting certain effective traits that make all our negotiations better. Here are three more effective negotiator traits to be...
Dealing with Surprises in Negotiations
I'm a planner, as a core element of what I teach involves creating Strategic Negotiation Plans based on the experts’ proven research. To implement proven negotiation strategies in a systematic, disciplined way, you must plan and think it through before you pick up the...
The Power of Pattern Bargaining
I remember taking a labor history course in college years ago that opened my eyes to the hostile and contentious record of union-management negotiations going back to the advent and growth of unions in the late 19th and early 20th century. Violence was not that...
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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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