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.
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UPCOMING SEMINARS
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...
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...
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..
3 Lessons from the Brittney Griner Negotiations
I recently watched the movie "Bridge of Spies" in which Tom Hanks, playing an American lawyer, negotiated the release of a U.S. spy pilot..
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..
The Role of Luck in Negotiations
Almost 30 years ago, I was sitting in my office when a senior partner at the law firm stuck his head in my door and asked if I wanted...
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
Notes on Negotiation
Written by Marty Latz - "Our folks don’t think about the sales process as a negotiation. The
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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