hope you enjoy this video interview with this Ukranian newspaper – The Kyiv Independent – on the Russia-Ukraine negotiations. Here is the LINK. And it’s in English! * Marty Latz is the founder of Latz Negotiation, a national negotiation training...
“You don’t have the cards right now,” U.S. President Trump berated Ukrainian President Volodymyr Zelenskyy in the now infamous Oval Office Scolding that further unraveled the U.S.-Ukraine relationship. That meeting, which both parties had presumably intended to be a...
Vito Corleone in The Godfather famously made an “offer he can’t refuse” when “asking” for a movie part for his godson from a film producer. It worked. Why? The film producer’s alternative, or Plan B, to refusing: death. That’s powerful leverage! A negotiation threat...
President Ronald Reagan in 1981 threatened 12,000 striking air-traffic controllers with the loss of their jobs if they did not report back to work “within 48 hours” of his statement. 11,359 did not comply. He fired them. According to former Northwestern Professors...
I was recently interviewed on France’s public television station concerning the Israeli-Hamas hostage negotiation deal. I was asked who should get credit for negotiating an agreement that in Phase One is intended to bring a ceasefire, the return of 33 Israeli...
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...
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...
New York Knicks’ superstar NBA guard Jalen Brunson reportedly just took $112 million less in compensation than he could get on the open market so he could stay with the Knicks. Wow! Of course, he’s still getting $156 million over four years! And NBA superstar...
“I don’t like it when procurement gets involved and takes over from our client in the General Counsel’s office,” this large law firm partner told me recently. “They don’t recognize our true value and just focus incessantly on price, like we’re a commodity. We’re...
