Disciplined Negotiators Get Better Results

Notes on Negotiation

Submitted by Marty Latz, Latz Negotiation Institute

Motivational speaker Harvey Mackay recently wrote a column about discipline.  He states, “Most people aim to do right; they just fail to pull the trigger.  For whatever reason, they just don’t have the wherewithal to finish the job.  They are lacking discipline.”  He describes discipline as “sitting down and setting goals, figuring out a schedule to achieve those goals, and then following your plan.

We couldn’t agree more.  The research definitively shows that negotiators who take the time to strategically prepare for their negotiations get better results than those who don’t.

Despite this, most folks still negotiate instinctively.  That’s where discipline comes in.  Individually, it’s important to recognize the need to be disciplined and follow through.  For managers, Mr. Mackay suggests they “provide the motivation that keeps (their employees) moving forward.  Perhaps most importantly, a good manager must model self-discipline.”  Our Expert Negotiator Planning & Management Software can help with this.  To learn more visit http://www.expertnegotiator.com/


Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts’ proven research.  He is also the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004). He can be reached at 480-951-3222 or Latz@ExpertNegotiator.com

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