How do you overcome the objection every time? Live by 2 rules: Treat every stated objection as a counter-offer in disguise – an implied agreement. The stated objection isn’t the real problem. It’s blocking for an emotional one. 1. Every […]
How can you close deals without influencing the other side? You simply can’t. Influencing behavior is key to success not just in business, but in life. It’s important to remember when trying to influence behavior is that human nature reaction is […]
Last week, I was presenting basic negotiations concepts to a group of CEOs and senior managers. About 45 minutes into our talk, one of the participants asked if I was going to draw a correlation or otherwise explain how hostage […]
Most people are addicted to the “Yes”momentum method and don’t even realize it. This need for “yes” is killing your deals. If you’re seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the […]
No matter who you talk to there is an agenda. Even if that agenda is on a personal level and it happens to be catching up or shooting the breeze.
Have you ever been in a difficult conversation where the other person appears intent on pulling you into an argument or trading personal attacks? We all have. When under attack during a difficult conversation our default response is to attack […]
Negotiation advice will tell you these “tactics” are lead to success. We’ve found that these 3 common habits are completely ineffective. Avoid these and increase your chances of negotiation success.
The standard answer is practice, practice, practice. Repetition; however, is the mother of skill, but what you are practicing is just as important. If you want to be better at basketball, you aren’t doing yourself many favors on the golf […]
A flat-out “yes” is a scary thing to say. “Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you the set-up “yes” question, your gut tightens and you ask yourself, “Where […]
Sebastian had spent most of the late morning into the early afternoon, one day in July, being exposed to the Black Swan method of labels and mirrors. Having already read “Never Split the Difference,” he was anxious to see and […]