Communication Techniques

The Sexiest Thing About Listening

It’s how you get what you want. In hostage negotiation we always had a saying “What’s it going to take to get the hostage taker to come out? He’ll...

Salary Negotiation

How to Crush Your Salary Negotiation

“How can I be guaranteed to be involved in projects critical to the company’s future?” Ask this in every job and salary negotiation. Every time....

How to Negotiate

4 Steps to Consistent Negotiation Success

Voice Persistence Playfulness Practice

How to Negotiate

How to Deal with a Negotiator Who Lies

Ever wonder what's the best way to deal with a negotiator who lies? Focus on implementation. It’s actually pretty much that simple. It is one of the...

Seducing The Long Term Relationship Into Success

The Gallup Organization tells us we don’t remember things the way they happen, we remember how it ends and the most intense moment. Our brothers and...

How to Negotiate

2 Smart Tactics to Get You What You Want In A Negotiation

Nearly everyone shows up for a negotiation burning to have his or her say. You’ve thought about what you want and how you want to get it. You’ve...

How to Negotiate

4 Rock Star Secrets to Prepare to Crush the Killer Deal

The Black Swan Group law of success:

How to Negotiate

The Top Jedi Countermove to Test if Someone is Bluffing

We all have experienced the challenge of trying to figure out if our counterpart is serious, or is just taking a position to try to maneuver us. Do...

Preparing to Negotiate

Negotiation as Inception

Remember the movie Inception? Leonard DiCaprio plays Dom Cobb, a master thief who is tasked with planting an idea in CEO Robert Fischer’s mind. Cobb...

How to Negotiate

How to Deal with the World’s Toughest Negotiators

Kidnappers are the world’s toughest negotiators. From our perspective, kidnapping is a horrifying event but to a kidnapper, it is simply a...

Preparing to Negotiate

The Seduction of “You’re Right” in Negotiations

We probably love hearing “you’re right” more than we love hearing “yes” and “yes” has been described as the most beautiful word in any language. Yet...

How to Negotiate

4 Steps to Not Being Held Hostage by Your Cell Phone Company

Be empathic by showing gratitude and appreciation Make a focused comparison Ask a great “How?” question Use an effective pause