Negociatory advice dad, but not ordinary dad, but dad-negotiator. Two gentlemen who are the sons of famous negotiators share the advice they received from their fathers.

Marty Latz handles the negotiations. He is the creator of LATZ Negotiation. His recently deceased father was a politician, lawyer and social activist.

Here are five pieces of advice from your father:

• Your negotiation success starts with ambitious goals

Goals must not be too exuberant, they must be realistic. Believe in your goals, believe in yourself and negotiate.

• Rely on the power of relationships

Marty’s father has established a lot of relationships over the 60 years of his professional activity. He knew a lot of people in Minnesota, from business, politics and court. These acquaintances were for him experts in various matters on which he did not know, that is, a source of knowledge. They were also customers, suppliers, business partners, i.e. a source of recommendations. Finally, they were negotiating partners. Some of them became his friends.

• Reach your true needs and intentions

Probe, ask questions, do everything to reach the hidden true intentions.

• Use objective criteria

O pierce your messages on objective criteria and not on emotions. Use independent patterns, expert opinions, known standards. All this will help the other party to accept your arguments and build a bond between you.

• Listen very carefully

Marty’s father asked and listened much more than he argued and debated.

Rich Cohen is the son of Herb Cohen, author of You Can Negotiate Anything, which has become one of the must-reads for negotiation.

Rich’s father taught his son from an early age. The two sat down together on the book when Rich was only 9 years old.

Herb Cohen’s main negotiating advice is:

• Be careful, but not too much
• Power/advantage is based on perception (if you feel you have it, you probably have it, even though you may not have it
• Negotiation is a game, play with them

Source: https://poradniknegocjatora.pl/negocjacyjne-rady-taty/

Supported by Norway through Norway Grants 2014-2021, in the frame of the Programme “Social Dialogue – Decent Work”.