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”.
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 […]