Next time someone says to you in a negotiation that something is “fair,” “reasonable,” “unfair,” “unreasonable,” “realistic,” or “unrealistic” ask them why. What is the underlying
justification for their conclusion that it is fair or reasonable or unfair or unreasonable.
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What, if any strategic information is shared with the statements “Fair” or “Unfair”?
Nothing. The terms “fair,” “reasonable,” “unfair,” “unreasonable,” “realistic,” or “unrealistic” communicate no information. Instead, care about is what is the underlying justification for
their conclusion that it's fair and reasonable. Is it because of some powerful independent
standards? Is it because of market value? Or is it unfair and unreasonable because be
unprecedented for us to include that provision in these types of deals.
In all your negotiations, go through the Latz Golden Rules of Negotiation. Here are the links to those related videos:
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About Marty Latz
Renowned negotiation expert Martin E. Latz, Founder of Latz Negotiation, has trained over 100,000 lawyers and business professionals around the world to more effectively negotiate, including in Bangkok, Beijing, Brussels, Hong Kong, London, Prague, Seoul, Shanghai, and Singapore.
An Adjunct Professor – Negotiation at Arizona State University College of Law from 1995 to 2005, Latz has also negotiated for the White House nationally and internationally on the White House Advance Teams.
Latz - a Harvard Law cum laude graduate – is the author of Gain the Edge! Negotiating to Get What You Want and The Reality of the Deal: An Eye-Opening Look at How Trump Really Negotiates. He has also appeared as a negotiation expert on CBS’ The Early Show and such national business shows as CNN’s Your Money and FOX Business. He writes a monthly negotiation column that appeared for many years in The Arizona Republic and that now is e-mailed to almost 40,000 readers per month.