by Marty Latz | Oct 9, 2018 | Uncategorized
What Is Leverage? 10 Rules for Using it Well What is Leverage? What most consider to be negotiation power — leverage — actually relates to two factors: how much each party needs that deal relative to the other, and the relative value of each party’s best alternative...
by Marty Latz | Oct 3, 2018 | Uncategorized
“Why waste time dealing with those other issues if we can’t even agree on price? Let’s just start with price and, if we can reach agreement on it, then we can address the rest.” This not-uncommon approach appears to make intuitive sense. After all, no one disputes the...
by Marty Latz | Oct 2, 2018 | Uncategorized
Thomas Edison added up the time and killing pace he had put into inventing the “Universal” stock ticker, a device later used by brokerage houses, and decided he was entitled to $5,000 for it. Ultimately, he figured he’d accept $3,000. So when General Lefferts, the...
by Marty Latz | Sep 30, 2018 | Uncategorized
I once sold an ordinary $20 bill to a lawyer in New York City for $83. How? By getting his ego involved. Here’s what happened: I announced in a seminar for about 100 New York lawyers that “I’m going to auction this $20 bill off to the highest bidder. “You are free to...
by Marty Latz | Sep 29, 2018 | Uncategorized
My Harvard Law School professor and mentor Frank Sander recently passed away after a long and brilliant career in the dispute resolution field. A co-founder of the Harvard Program on Negotiation in 1979, many of us learned an enormous amount from Sander the scholar...
by Marty Latz | Sep 27, 2018 | Uncategorized
“How can I make sure my counterpart walks away from the table feeling good about our deal,” a lawyer from one of the world’s largest corporations recently asked me. “I want to get the best deal, but I don’t want to harm the relationship between the parties, especially...
