Negotiation Columns & Blogs
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"What should I do? I have a significant upcoming negotiation. Ideally, I would hire you to consult with me on it. But I just can’t afford your fee. What’s the next best, lower cost option for me?” I get this question fairly frequently. Here’s my answer, which I...
3 Tips for Negotiating With Medical Professionals
My Dad was recovering from emergency surgery to his abdominal area about 8 years ago when one of the hospital’s physicians told us that a blood clot had formed in his arm just below his shoulder. The doctor told us we had two options, neither of them good. She said he...
Negotiation Lessons from Korea’s “Nunchi”
Do you know the Korean concept of “nunchi” and how it can help transform a good negotiator to a great negotiator? I didn’t – until I read the New York Times article “The Korean Secret to Happiness and Success” by author Euny Hong. Nunchi, according to Hong, is...
Trust Matters
Republican Members of Congress Matt Gaetz (R-FL) and Tim Burchett (R-TN) were two of the eight Republican Members of Congress who ousted House Speaker Kevin McCarthy last week. One of their chief stated complaints, if not the primary one, was their inability to...
Above & Beyond: Developing Customer Loyalty
What did we do? We pulled everyone in on Saturday and worked all weekend to get the job done. Frankly, we could have charged them a ton as we had strong leverage. But we didn’t. They were a good customer. And they’ve been a great and loyal customer ever since, even...
Shaking Hands Helps in Negotiations
My wife sometimes reminds me to avoid shaking hands with people I meet if they exhibit signs of being sick, like sniffling or coughing. But this is tough for me, as it’s just an ingrained habit I’ve had for 40 years. It turns out that this habit can actually...
To Kill a Mockingbird: An Application of Negotiation Judgment
Our kids tend to be rule-followers, which is perhaps not surprising as my wife and I tend to be more rule-breakers. Not big ones, but I do have a lead foot. I was reminded of this recently when I rewatched the classic movie To Kill a Mockingbird with Gregory Peck,...
Bill Richardson’s Major Negotiation Lesson
Former U.N. Ambassador, U.S. Secretary of Energy, New Mexico Governor, and Member of Congress Bill Richardson recently passed away. Interestingly enough, despite holding all these high-level government positions, he may have been most well-known for his ability as a...
Negotiating With College Kids
My son starts college at Northwestern University in Evanston, Illinois next week. Time flies! As the son of an author, he recently bought a book for my wife and me entitled “The Naked Roommate [For Parents Only]: A Parent’s Guide to the New College Experience.” I...
The Power of Tribal Unity
I met my wife over 20 years ago when one of my former law students introduced us. When I learned she grew up in Wisconsin, I immediately felt a connection. After all, I grew up in Minnesota and sensed a “Midwestern” thing going on. She felt it, too. This feeling was...
How to Change People’s Minds With Good Ideas
I recently attended a conference where an expert started his presentation with a photo of a toilet up on the big screen. What?!? Of course, it grabbed our attention. But it also made a serious point, as the speaker – Chris Graham – noted in “the part about toilets”...
It Just Feels Appropriate (Part 4)
"The buyer paid 8x my client’s EBITDA [a revenue-related financial calculation often used to help evaluate a company’s market value]. He didn’t have to pay this, as he had extremely strong leverage because he was my client’s largest retail outlet and one without whom...
Personal Relationships Over Leverage (Part 3)
I know the best way to maximize the financial value of my family business is to hire an investment banker and auction it off to the highest bidder. That’s all about leverage, right? And I need to achieve enough financial security to continue our current lifestyle...
Do the Right Thing (Part 2)
“Usury” is defined by Merriam-Webster as “the lending of money at exorbitant interest rates” and can also be used “in a moral sense,” according to Wikipedia, as “condemning taking advantage of others’ misfortunes.” We as a society have even passed laws prohibiting...
Don’t Gouge Your Customers – Even If You Can (Part 1)
Our AC unit recently went on the blink with the temperature in Scottsdale around 115. Yikes! We needed to get it fixed or replaced ASAP. Talk about weak leverage! Fortunately, we found an AC guy willing to come out within a day and fix it. I’ve never been happier to...
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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