Notes on Negotiation: Failure to Negotiate

Written by Marty Latz, Latz Negotiation Institute

Much attention has been focused recently on the scandal involving the General Services Administration spending $822,751 on a lavish Las Vegas conference.  Event planners allegedly violated the GSA’s competitive bidding requirements when they purchased a variety of goods and services for the conference, including spending $75,000 on a team-building exercise involving the assembly of 24 bicycles which were then donated to charity – at a cost of $3,125 per bike. Competitive bidding is a useful tool to reduce costs and the consequences of not using it here are clear.  Also, one GSA official directed planners to “go over the top,” a goal obviously inconsistent with both GSA policies and interests.

So how can you implement a process to insure your negotiators are both implementing negotiation best practices and adhering to company policies?  Our ExpertNegotiator Planning & Management Software is specifically designed to help you do just that.  First, ExpertNegotiator is based on negotiation best practices, requiring your negotiators to consider the most important negotiation factors such as interests, leverage and standards.  Second, because the software provides an easily accessible record of the process, managers can efficiently verify their negotiators stay true to company policies and interests.


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

ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN

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