However you get into an interaction, whether you have had ample time to prepare or you have been thrown into the fires of Mount Doom, it is always good to have basic guidelines to abide by. Here are three we […]
With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that are meant to be answered with a “yes.” Your best tools are statements based on observations. Labels and cold reads. They extend thought processes, helping people […]
People always want to increase their odds of success. It’s simply human nature to want to do everything you can to avoid failure. Here are 3 common communication that are hurting your deals.
Think of this as “You had me at ‘no’” meets “think like Elon Musk.” “Do you want the FBI to be embarrassed?” –effective pause – “What do you want me to do?” The above example is […]
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, […]
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 […]