How to Negotiate

How to Tell If Someone Is Bluffing

How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we...

Negotiation Tactics

The 3 Laws of Leverage

There are generally three ways to think about leverage in negotiations:

How to Negotiate

How to Deal with a Liar During Negotiations

Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In...

Preparing to Negotiate

The Four-Step Process To Get You Better Offers

After receiving an offer, you may be asking yourself, “How do I know I got everything that I could have gotten?”

Negotiation Training

3 Books to Read in Q1 of 2019 to Become a Better Negotiator

If you’re looking to sustain a competitive advantage, make a habit out of reading. Devoting yourself to just one chapter a night will keep...

How to Negotiate

3 Ways People Take Themselves Hostage in Negotiations & How to Fix It

As a professional negotiator, I’ve witnessed a fair share of negotiation mishaps and mistakes. When conversations and deals fall apart, it’s usually...

Preparing to Negotiate

The 5 New Rules for Winning Negotiations

Who knew hostage negotiation actually uses the same principles that apply to all negotiations?! Hostage negotiation started in the 1970s, before...

Preparing to Negotiate

4 Steps to Gaining the Upper Hand in a Negotiation

The secret to gaining the upper hand in a negotiation is to give the other party the illusion of control. But how do you flip the control dynamic on...

How to Negotiate

5 Tricks To Repair A Bad Business Relationship

The ability to repair suffering relationships is a vital business skill. Cultivating emotional intelligence and control will give you a competitive...

Preparing to Negotiate

Fine-Tune Your Business Negotiation Skills in 6 Steps

To be a compelling and consistent negotiator, it’s important to keep learning new skills and evolving your approach as you grow. Even veteran...

How to Negotiate

How To Easily Improve Your Negotiation Skills Every Day

“Do the homework, and the test is easy.” Dr. Jeff Spencer You need about 63-65 repetitions of use of a skill to build the neural pathway, so its use...

Negotiation Tactics

The #1 Way to Perfect This Key Skill

This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have...