10 Keys to Negotiating Contract Terms (Part 3)
The major deal points for the sale of my client’s company were set. But we still needed to negotiate terms and conditions (Ts and Cs)...
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10 Keys to Negotiating Contract Terms (Part 2)
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...
Counterproductive Negotiation Pressure Tactics
I recently contacted a landscape designer to get a bid on our backyard and he came out to explore our thoughts. After checking everything...
Eliminate Negotiation Distractions
How long has it been since you were speaking with a colleague and they glanced at their phone to check a text, notification or email?
A Real Apology Speaks Volumes
No one is perfect. And everyone makes mistakes. Sometimes these mistakes are minor, but other times we really mess up. It’s human...
Memory Improvement and Negotiation Skills
I have an average memory. But I’m always looking to improve. So, when my son suggested I read Joshua Foer’s New York Times bestseller...
Three More Strategies for Cross-Cultural Negotiations
Several recent negotiation training attendees asked me how negotiations differ when you’re across the table from a company or individual...
Four Common Procurement Negotiation Mistakes (Part 2)
“Here’s the problem,” this consulting client in procurement told me years ago. “We’ve worked with this software company for a long time...
Four Common Procurement Negotiation Mistakes (Part 1)
“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...
Caitlin Clark’s Leverage & Non-Competes
WNBA number 1 draft pick and college superstar Caitlin Clark recently agreed to a Nike endorsement deal that pays her $28 million over 8...
Three Common Sales Negotiation Mistakes
Three Common Sales Negotiation Mistakes Notes on Negotiation Written by Marty Latz, Latz Negotiation Institute I have coached and trained...
4 Retail Store Negotiation Tips
Find out who typically negotiates.
The Internet has empowered consumers with incredible information, including who will negotiate...
Negotiation Strategies with Plumbers and Other Contractors Part 2
Last week, I recommended two strategies in negotiating with home repair professionals: 1) research the market and check references, and...
Similarities in Poker and Negotiations
I’ve always enjoyed poker, in part due to its similarities to negotiation: strategy, bluffing, reading others’ intentions, significant...
Negotiation Strategies with Plumbers and Other Contractors Part 1
I’m not much of a handyman. In fact, my father-in-law warns me all the time to stop overtightening everything. And he watches me with an...
Evaluating Blue Chips vs. Bargaining Chips
“Pay extra attention to the minutiae and ensure you fully understand every term and condition,” this senior partner told me when I was a...
Advantages to Taking a Break in Negotiations
“I just bought us 48 hours,” star lawyer Harvey Specter told his understudy in the USA Network legal drama series Suits. He said this...
Limited Authority Responses
“I would love to do the deal, but I just don’t have the authority.” I can’t count how many times I have heard this in a negotiation.
Ben Franklin’s Masterful Negotiation Lessons – Part II
Founding Father George Washington has his famous cherry tree story about his honesty (which ironically was untrue). But Founding Father...
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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