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...
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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..
Bill Richardson’s Major Negotiation Lesson
Few can say they negotiated with Iraq’s Saddam Hussein, North Korea’s Kim Jong-Il and Kim Jong-Un, Cuba’s Fidel Castro and other autocrats..
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,”...
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...
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..
When to Take the Deal
Should I take the deal? I don’t want any regrets. It seems great, but I could be leaving a lot on the table. What should I do?” I get this..
A Major NFL Negotiation Mistake
NFL star quarterback Kyler Murray recently signed a $230.5 million, five-year contract extension with the Arizona Cardinals. On its face...
Building a Negotiation Culture
Our folks don’t think about the sales process as a negotiation. They think the negotiation is just the back-and-forth at the end...
Dad’s Negotiation Lessons
My Dad recently passed away at 91. He taught me a ton about life and negotiation. Here are my five biggest negotiation takeaways from his...
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