Notes on Negotiation by Marty Latz
Here’s my annual list of lessons learned from my 2021 columns and a reminder to put these strategies into practice in 2022. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail.
Don’t scream at negotiation screamers. Instead, take a break, figure out what’s really going on, then negotiate future ground rules. Read more.
Motivational interviewing is far more effective than arguing and debating if you want to change fairly set minds and behavior. Read more.
This past pandemic year was horrific on almost all fronts. But we should reflect, learn and improve even in these circumstances. Read more.
Negotiation mistakes happen (part one), which include: instinctive negotiating - egos - arguing - positions vs interests - underestimating relationship power. Avoid them. Read more.
Negotiation mistakes (part two) also include underestimating likeability, a win-lose mindset, using negotiation “games,” closing due to the time involved, and going for the last little bit. Avoid them. Read more.
Start-up and other complex multiple negotiations require extra strategic planning that includes a laser-like focus on long-term goals, managing a negotiation campaign, and an especial focus on relationships and ethics. Read more.
Asking for a raise (part one) requires special strategies, so focus on your relationships, gather strategic intelligence, and evaluate your non-financial needs and interests and even sometimes leverage when you engage. Read more.
Raise negotiations (part two) can be extremely challenging, so put that “fair” hat on your head with benchmarks, don’t make super aggressive moves, and consider when, where, how, what to discuss and with whom to meet. Read more.
Super-charging your negotiation skills will almost certainly require a strategic framework, practice, in depth knowledge of specific tactics, and flexibility. Training in this may be worth it for you. Read more.
Trust. Relationships. Planning. Mutual interests. Professionalism. Credibility. These negotiation strategies work in politics, business and, of course, in life. Read more.
Much of Steve Hilton’s business negotiation success depended on his strategic evaluations of 1) when and how aggressively to move, 2) real deadlines, 3) true leverage, 4) incorporating “layers of acceptance” and limited authority into deals, and 5) keeping his ego in check and walking away when he had better Plan Bs. Read more.
Nick Schacht’s business negotiation success derived largely from: specific fact-based strategies; asking and listening; saying ‘no’ and walking away; and the power of business relationships. Put these in your negotiation toolkit and use them. Success will likely follow. Read more.
Latz’s Lesson: Incorporate these lessons into your Strategic Negotiation Plans in 2022. Better results will follow.
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 Latz@ExpertNegotiator.com