Negotiation Columns & Blogs
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Email Negotiations Do’s and Don’ts
I couldn’t believe it. Years ago, I was practicing law at a large firm and I used to regularly get research assignments - by email - from the partner whose office was right next to mine. He couldn’t even deign to walk a few feet to give me the assignment in person. He...
Negotiating Online in 2020: 5 Strategies to Get Results
In today’s environment, discussing business over a meal is no longer an option. Many might find themselves invited to a Zoom or video meeting for the first time. When in-person negotiations are not an option, taking the time to plan your communication strategy can help you get the best results.
Strategies for Negotiating in a Crisis
Strategies for Negotiating in a CrisisOur tax accountant offered to extend his payment terms to us as he knew our business - which relies in part on in person training - would take a short-term cash flow hit during the stay-at-home part of our current coronavirus...
Fighting Sexism in Negotiations
Fighting Sexism in Negotiations “He called me ‘honey’ and ‘sweetie’ during our negotiation and it offended me. I have practiced law for a number of years, and I felt like he was diminishing me, my professionalism and my experience. On the other hand, he was elderly...
What Con Men Skills Could (Legally) Help You?
All Successful Con Men & Great Negotiators Do This... It sounds crazy to learn from con men, but they know how their communication produces results. Best of all, these skills don't require you to be unethical. In fact, your mother would likely agree with this...
Negotiation Lessons Learned in 2019 to Improve Your 2020
Incorporate these lessons into your strategic negotiation plans in 2020. Let’s recommit to not just knowing and using them. Better results will follow.
Talk Turkey? Not on Thanksgiving: How to Avoid Awkward Table Topics
I really enjoy discussing and debating politics and public policy. I grew up in a political household – my Dad was a former Minnesota state legislator – and our dinner table conversations often revolved around political issues and how to help others (the noblest...
The Art of War and Negotiation
12 Negotiation Lessons from Sun Tzu’s The Art of War I recently read the classic military strategy book, Sun Tzu’s The Art of War, written around 500 B.C. in China. Not only was it fascinating, but I was struck by the number of negotiation lessons in it. Here are my...
Trump Out-Negotiated by Turkey’s Erdoğan in Syrian Situation
“Are we so weak and inept diplomatically that Turkey forced the hand of the United States of America? Turkey!?” said U.S. Senator Mitt Romney (R-UT) a week or so ago, referring to the negotiations between President Trump and Turkey’s President Recep Tayyip Erdoğan in...
3 Strategies for Negotiating When Outside Influences Weigh In
3 Strategies for Negotiating When Outside Influences Weigh In by Marty Latz | Tips “Our deal was almost done when my client’s silent partner decided not to be silent. He threw a wrench into the process that almost cratered the transaction. And it made us look bad. How...
Trump’s Presidential Negotiation Moves: An Expert’s Assessment
“Sorry. It’s the way I negotiate,” President Donald Trump responded when asked about his conflicting tweets, inconsistent messages, and dizzying back-and-forth moves on the China trade war front 10 days ago. “It’s done very well for me over the years, and it’s doing...
Powerful Stories Influence Negotiations
I’ve always enjoyed a good story. Sometimes it has an important point. Other times not. But if it’s interesting and entertaining, it’s usually worthwhile. I also tell a bunch of negotiation stories in my training programs. They not only make my programs more...
Video: Was Negotiation Book “Getting to Yes” a Failure?
Video: Was Negotiation Book "Getting to Yes" a Failure? Below is a partial transcript of the video. Keld "Welcome back if you'd be watching us previously I am happy to introduce Marty and Karen here today. Both of them has been on our show previously, and ladies...
Teach Negotiation More Effectively and Save Time
Teach Negotiation More Effectively and Save TimeFellow negotiation professor/teacher Roy Lewicki recently shared a few of his thoughts about our new negotiation teaching software and I thought teachers and negotiation enthusiasts might be interested. “One key to...
Best Negotiation Books of All Time
A colleague recently asked me to recommend the best negotiation book ever - other than my own, of course (Gain the Edge! and The Real Trump Deal). Here are my top two general negotiation books plus my top two more niche-oriented negotiation books. Get Book1. Getting...
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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