Notes on Negotiations: Becoming a Better Negotiator

Becoming a Better Negotiator
Written by Marty Latz, Latz Negotiation Institute

Seth Godin, a bestselling author of business marketing books, shared a list yesterday of ways to succeed.  His first suggestion – be very focused on your goal and work on it daily.

This is also excellent advice for those desiring to improve their negotiation skills. And it’s especially helpful for those who find negotiating difficult and stressful, as confidence and success comes from the acquisition of knowledge and practice.  Study negotiation so you will be able to recognize what’s being done and why.  And practice negotiating whenever the opportunity arises (which it frequently will in many different contexts).

Finally, take advantage of the most universally ignored but effective negotiation tool:  Preparation.  As I tell all of my seminar attendees, “Prepare, Prepare, Prepare.  It’s guaranteed to succeed.  The more you prepare, the better you will do and the more confident you will become.”


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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