Gain the Edge! Negotiating to Get What You Want

Martin E. Latz

St. Martin's Griffin



Trade Paperback

384 Pages



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There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications are often huge.

Gain the Edge! will arm you with:
* Practical strategies to get information you need before you sit down at the table
* Secrets to success in emotionally charged negotiations
* A step-by-step system to design the most effective offer-concession strategy and deal with different personality types, ethics, and negotiation "games"
* Specific advice on how to negotiate for your next salary, car, or house
* Negotiating tips for other business and personal matters


Praise for Gain the Edge!

"Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."—Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."—Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns

"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In Gain the Edge! Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life."—U.S. Senator Russ Feingold

"Martin Latz knows how to negotiate, and in Gain the Edge! we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations."—John Podesta, former White House chief of staff

"Gain the Edge! is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team."—Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona

"Resolving differences effectively—whether in business, government, school, or at home—requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in Gain the Edge! Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation."—Howard Paster, former chairman and CEO of Hill & Knowlton, Inc.

"Whether you are a confident negotiator or one who is apprehensive of the process, you will learn much from this book. Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results each time you negotiate."—Frank Sander, Bussey Professor of Law at Harvard Law School

"Martin Latz has written an engaging and valuable treatise on the art and science of successful negotiation. By using case studies and every day examples to illustrate his ‘Five Golden Rules of Negotiation,' Martin has produced a readable and ready-access guide to negotiation strategy. And, with the myriad of checklists he provides, Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson."—Michael H. Ginsberg, Firm Training Partner, Jones Day (the world's second-largest law firm)

"Marty Latz is one of the most accomplished and persuasive negotiators I know. In Gain the Edge! you will see why."—George Stephanopoulos, anchor, ABC News This Week with George Stephanopoulos

"Latz combines common sense and experience in this clear and concise primer for beginners and experienced negotiators. He walks the reader through the challenges and opportunities that arise in formal negotiations and the transactions of everyday life."—Jack Lew, former White House director of the Office of Management and Budget

Reviews from Goodreads



  • Martin E. Latz

  • Martin E. Latz is the founder of the Latz Negotiation Institute and a former negotiator on the White House Advance Teams. He teaches negotiation at Arizona State University College of Law and has presented seminars to thousands in over forty states, including many Fortune 500 companies and the nation's largest law firms. He lives in Phoenix, Arizona.