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 […]
A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to […]
Do try this at home. FBI Empathy = Revenue Is revenue boring? FBI empathy is the same as what we refer to as “tactical empathy” in our book “Never Split The Difference: Negotiating As If Your Life Depended On It.” […]
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.
What happens when you trigger “That’s right” several times in a salary negotiation? How about getting a salary offer 41% higher than you expected?
“I’m telling you now man, if y’all do anything foolish, these people are gonna get hurt,” Mike said after taking 12 people hostage during a botched robbery. Our being there meant that we wanted him to surrender peacefully. In other […]
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 […]