Mistakes in Negotiations
I have always been intensely competitive – in sports, business and in negotiations. It’s a strength and weakness. I remember losing a...
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Ben Franklin’s Masterful Negotiation Lessons – Part I
NOTES ON NEGOTIATION Written by Marty Latz, Latz Negotiation Institute Without Founding Father Benjamin Franklin’s extraordinary...
Knowledge is Power!
I recently read mega movie star and former California Governor and Mr. Universe Arnold Schwarzenegger’s book “Be Useful: Seven Tools for...
Negotiating with Monkeys
I am unaware of any research into the negotiating habits of monkeys. But the monkeys in Bali do negotiate – at least with humans...
Surprises Can Be Opportunities!
I’m a planner, as a core element of what I teach involves creating Strategic Negotiation Plans based on the experts’ proven research.
The Power of Pattern Bargaining
I remember taking a labor history course in college years ago that opened my eyes to the hostile and contentious record of union-management
3 Tips for Negotiating with Medical Professionals
My Dad was recovering from emergency surgery to his abdominal area about 8 years ago when one of the hospital’s physicians told us that...
Negotiation Lessons from Korea’s “Nunchi”
Do you know the Korean concept of “nunchi” and how it can help transform a good negotiator to a great negotiator? I didn’t – until I read...
Above & Beyond: Developing Customer Loyalty
“I got the call Friday afternoon. They were desperate. A crisis at their hotel put them in a real bind – and they needed all their sheets...
Little Things Like a Handshake Can Make a Big Difference in Negotiations
I met my wife over 20 years ago when one of my former law students introduced us. When I learned she grew up in Wisconsin, I immediately...
To Kill a Mockingbird: An Application of Negotiation Judgment
Our kids tend to be rule-followers, which is perhaps not surprising as my wife and I tend to be more rule-breakers. Not big ones, but I do..
Negotiating With College Kids
My son starts college at Northwestern University in Evanston, Illinois next week. Time flies! As the son of an author, he recently bought..
The Power of Tribal Unity
I met my wife over 20 years ago when one of my former law students introduced us. When I learned she grew up in Wisconsin, I immediately...
Do the Right Thing (Part 2)
“Usury” is defined by Merriam-Webster as “the lending of money at exorbitant interest rates” and can also be used “in a moral sense,”...
Don't Gouge Your Customers - Even if You Can (Part 1)
Our AC unit recently went on the blink with the temperature in Scottsdale around 115. Yikes! We needed to get it fixed or replaced ASAP.
Eight Negotiation Lessons from "Air: Courting a Legend" Movie (Part 2)
Sports superstars are a different breed. Many have been treated like prima donnas since they first exhibited otherworldly physical skills in
Eight Negotiation Lessons from “Air: Courting a Legend” Movie (Part 1)
Near the end of the negotiation, basketball legend Michael Jordan’s mom drops a dealbreaker on Nike executive Sonny Vaccaro when she says...
The Sports and Negotiation Relationship
I’m a big sports fan. Phoenix Suns. Pro tennis and football. March Madness. Not a fanatic. But I really enjoy watching elite athletes...
How to Make Strategic Negotiating a Habit
I’m in the behavior modification business. I try to change negotiation behavior from instinctive or intuitive – the way we have negotiated..
Annual Lessons to Implement in 2023
Here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2023. You won’t get better results if you..
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