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 […]
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 […]
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 […]
Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you’ll need to take along this path.
My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”. This article is meant to give some insight on how to change your approach and make your […]
In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?” with this answer: “Simply saying “yes” or “I accept” to an offer.
Whether or not you realize it we have all used “tell me more” when questioning someone about a topic we want to know more about. More often than not our intentions are inquisitive and open-ended but we forget that the […]
“The most dangerous negotiation is the one you don’t know you’re in.” What does that mean and how can I use it? It means the truly dangerous negotiator starts by grabbing every edge he/she can get.
Many times in life we are our own worst enemy, critic or obstacle. The same reins true in negotiation. Sometimes we start to compromise before providing the other party a chance to negotiate amongst themselves, or even more dangerous, we […]