How you handle difficult conversations or manipulative tactics can be a deal maker or deal breaker. You will face demanding, unclear, frustrating, and manipulative personalities at some point during your negotiations endeavors. You most likely have already. These 4 specific tactics […]
The last impression is the lasting impression. We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense moment and… how things end. Broadway has known about this forever – “Give ‘em a […]
As you know by now, a negotiation is an information gathering process. It is a bad move to try and start a negotiation by attempting to get the other side to understand you. Just like Stephen Covey says “seek to […]
The key to any negotiation is getting the other side talking. That’s one of the purposes of small talk. To establish rapport. To get the conversation going. To get them talking about the things they’d love to trust you with, […]
Two weeks ago, I attended the SaaStr 2017 conference in San Francisco. It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as well as marketing and sales geniuses. They meet once a year to network, listen to speakers […]
Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often referred to as “tells” . So, you’re really looking to triangulate signals.
There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type offer (take X or this bad thing is going to happen to you). Sometimes […]
Here’s the top 2 reasons not to go first in a negotiation. And they both leave money on the table.
Differences in the personality types of hostage-takers (HTs) you may encounter should also be considered when planning the appropriate intervention technique. Different people have different sensitivities, needs, and goals. Your ability to influence the HT’s behavior and ultimately the incident’s […]
“Maybe” I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started treating every “maybe” as if it were a “no”.