Gain The Edge!: Negotiating To Get What You Want by Martin Latz

Martin Latz’s Gain the Edge! is an exceptional book on negotiation strategy. Whether you negotiate frequently or occasionally, Latz equips you with the necessary tools and tactics for success. The book offers practical advice that is clear, concise, and incredibly useful.

In negotiations, even the tiniest difference in strategy or tactic can have significant consequences. It could mean the difference between walking away as a winner or leaving empty-handed. Whether you are negotiating a salary, purchasing a car or house, closing a deal with a client, or deciding on a vacation spot with your spouse, negotiations are a part of our daily lives. Unfortunately, most of us negotiate without giving it the strategic attention it deserves, and we end up suffering as a result.

In Gain the Edge!, negotiation expert Martin E. Latz presents an easy-to-use strategic template to enhance your negotiating skills. This guide draws from the latest research, Latz’s extensive experience working on White House Advance Teams, consulting with Fortune 500 executives and law firms, as well as teaching business professionals and lawyers. It covers general strategies and principles, such as Latz’s Five Golden Rules of Negotiation, and provides specific tips, techniques, and even phrases you can use in negotiations.

This book will equip you with practical strategies to gather necessary information before negotiations, tactics to maximize your leverage even in seemingly powerless situations, secrets to success in emotionally charged negotiations, a step-by-step system to create an effective offer-concession strategy, ways to navigate different personality types, ethics, and negotiation “games,” and specific advice for negotiating salaries, cars, houses, and other business and personal matters.

Don’t rely on instinctive negotiation techniques that bring uncertainty. Learn to negotiate strategically. Gain the Edge! offers easy-to-understand and instantly applicable guidance that will help you master this critical subject.

“Negotiating Car Repairs: Tips for Getting the Best Deal”

In the world of negotiations, it’s important to gather as much information as possible before making any decisions. This holds true whether you’re negotiating the price of a car repair or any other deal. Marty Latz, a negotiation expert and founder of Latz Negotiation, shares a personal story about negotiating a car repair bill and provides valuable insights on effective negotiation strategies.

It all started when Marty’s car suddenly made a horrible grinding noise while driving on a freeway. He took his car to a Nissan dealership and met with a service consultant named John. John informed Marty that fixing his car would cost $900. Marty realized that his car was worth more than that amount and began to strategize his negotiation approach.

Marty’s first step was to gather information. He asked John about the specific issues with the car and learned about the estimated repair time. Marty’s goal was to get the best quality repair for the lowest possible price. He also wanted to build trust with John, as he had dealt with him before.

Realizing the importance of exploring his options, Marty decided to get quotes from other car repair facilities. He contacted several dealerships and an independent repair shop to get competitive pricing. During this process, Marty made it known to these other businesses that he was shopping around for the best deal.

As he received quotes that were significantly lower than the initial $900 estimate, Marty weighed his alternatives. He considered the cost of renting a car if he missed the deadline, the potential savings, and the enjoyment he derived from being involved in the negotiation process.

In the end, Marty found a repair shop that offered to fix his car for $1,450. He called John to inform him about this lower quote and told him that he was considering taking his business elsewhere. Instead of matching the price, John said he would try to beat it. He discussed the offer with his supervisor and ultimately agreed to match the $1,450 price.

However, Marty still wanted to ensure that the repair would be completed by the end of the day, as he needed his car back. He raised the issue with John, who assured him that it would be done by 5 PM. Marty then negotiated for a free loaner car to use during the repair period.

Through this negotiation process, Marty demonstrated key negotiation principles: gathering information, exploring options, leveraging alternatives, and communicating his goals. By employing these strategies, he was able to secure a lower repair bill and ensure timely completion of the work.

So, next time you find yourself negotiating a car repair bill or any other type of deal, remember to approach it strategically. Gather all relevant information, explore your options, consider your alternatives, and clearly communicate your goals. By doing so, you’ll increase your chances of achieving a favorable outcome.