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Bridging the Gap: Using Tactical Empathy® to Neutralize Power in Negotiations
Power imbalances show up in almost every negotiation—but they don’t have to control the outcome. Whether you’re up against a dominant counterpart or...
The Power of Calibrated Questions™: Shaping Conversations with Precision
Most people think questions are just a way to get answers. But if that’s how you’re using them in your negotiations, you’re missing the point—and...
The Collaborative Edge: Turning Power Plays into Strategic Partnerships
Negotiations often spiral into power struggles—two sides locked in a contest for control. But the most effective negotiators don’t fight for...
Mastering Time Pressure: Staying Cool When the Clock Is Ticking
When you hear the phrase "the clock is ticking," what's your immediate reaction? For most people, it automatically creates pressure and triggers a...
Magic Phrase: Your offer is very generous... I'm sorry, I'm afraid I just can't do that
The Art of the Gentle No In my decades of experience negotiating high-stakes situations, I've learned that the most powerful moments often come not...
The Unseen Advantage: Mindset, Timing, and Tone in Everyday Negotiation
People think negotiation is about pushing hard, flexing status, or tossing around credentials like confetti. This story isn’t that. This is about...
From Rapport to Influence: Building Trust in Negotiations
When I think about effective negotiation, I often break it down into two critical phases: building rapport and establishing influence. But what...
Power Perceptions in Negotiations: Defuse, Balance, and Gain Trust
Power in negotiation isn’t about control. It’s about perception. And when you mishandle those perceptions, things go sideways—fast. Misread cues,...
How to Let Someone Down Without Destroying the Relationship
Letting someone down is one of the hardest conversations we face. Whether it’s in business, leadership, healthcare, or family life—most people dread...
When Silence Isn’t Golden: How to Handle the Silent Treatment in Negotiation
When Silence Shows Up, Pay Attention There’s a moment in every tough negotiation when it gets quiet. I mean, awkwardly, maddeningly,...
“It seems like something just crossed your mind” - A Magic Wand Phrase
How to read between the lines is really how to investigate between the lines. The power of observational intelligence is driven by curiosity, and not...
How Not to Use Email (If You Care About Better Negotiations)
When I hear the phrase “how not to use email”, what immediately comes to mind is this: too many people are relying on what feels like a security...