This rule will make this an even better holiday season for you and everyone your words touch.
We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious impact on our future – like in negotiation for example.
Is “Yes” really always “yes”? “No” is protection. “Yes” is commitment. “No” instantly makes people feel safe while “Yes” makes them worry about what they’ve committed themselves to. Nearly every “Yes” at best is a conditional “yes” and often is […]
Which elements need to be assessed as the event unfolds? It starts with determining which type of event we are asked to manage. The degree to which the person on the other side has prepared for the event speaks volumes […]
One of my students at USC Marshall recently made this observation during a negotiation: “When he said that, I smelled blood in the water. I knew I had him.” What did the counterpart say that was such a telegraph […]
One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how you prepare” and “what for” are equally, if not even more important.
The #1 Sin – The Lust for “Yes” Lust. One of the 7 deadly sins of life and the first Deadly Sin of Negotiation. It’s a powerful poison for a reason. Lust is the dangerous alchemy of love and fear […]
Negotiators are the people on whom the on-scene commander relies to provide an analysis of the behavioral and contextual factors at play during an incident in order to help the development of a strategy for resolution. Get it right and […]
A “take it or leave it offer” signals a great deal of insecurity on the part of the other side. If they weren’t afraid to negotiate, they would. They’re either afraid they might give in too much, or they’re under […]
Yes is a very tricky concept, especially when put it into the negotiation context. First of all, there are 3 types of “yes” – Confirmation, Commitment & Counterfeit – (the 3 ways to “C” yes) as it were. Now while […]