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How to Use Labels™ to Neutralize Negative Emotions in a Negotiation
Humans are wired to think negatively.
Dealing with an Over-Inflated Ego
For the most part, people don’t understand egos. When our counterpart has an ego, we don’t like it. We call folks with over-inflated egos...
10 Rules You Need to Break Right Now
1. Ask good questions – False You need to gather information–yet people hate being interrogated. Questions create friction, diminish rapport, and...
3 Ways Tone Can Make or Break a Deal
Your tone of voice is the first thing people notice about you. Tone is more than just volume—it’s a balance of your pitch, pace, timbre, intonation,...
Women and Tone
In the workplace, a woman’s tone of voice has a profound impact on how she’s perceived. If a woman should ever be wrongly thought of as whiny or...
Mastering Tone in Negotiations & Why It Matters
Everyone’s heard the famous adage: It’s not what you say, but how you say it.
Navigating Friendships Using Tactical Empathy
A friend hasn’t reached out to you in a while.
3 Signs It’s Time to Cut Your Losses and Move on to the Next Deal
According to Black Swan CEO and founder Chris Voss, it’s not a sin to not get a deal. However, it is a sin to take a long time to not get a deal.
Why You Need to Use No-Oriented Questions™ in a Negotiation
The goal of using No-Oriented Questions™ is to transition out of eliciting a yes response from your counterpart and try to get them to agree by...
4 Negotiation Techniques Every Attorney Should Use
Author Raheel Farooq famously said: “Arguing with a lawyer is not the hardest thing in the world; not arguing is.” Everyone wants to make their...
Using the Quick 2+1™ in Your Personal Life
When you’re in a conversation and someone wants or needs something, you’re in the middle of a negotiation—even when you’re talking to a family member...
7 Ways to Navigate Complex Contract Negotiations
Deals are rarely easy in real estate. In most cases, it’s only a matter of time before complex contract negotiations begin. Next time you find...