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How You Can Handle The #1 Most Common Lie in Negotiations
"Maybe" I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started...
The #1 Sign Their Position is Weak And How to Handle It
One of my students at USC Marshall recently made this observation during a negotiation: “When he said that, I smelled blood in the water. I knew I...
The 1st Deadly Sin of Negotiation and How to Defeat It
The #1 Sin - The Lust for “Yes” Lust. One of the 7 deadly sins of life and the first Deadly Sin of Negotiation. It’s a powerful poison for a reason....
How to Get The Upper Hand In Any "Take It Or Leave It" Offer
A “take it or leave it offer” signals a great deal of insecurity on the part of the other side. If they weren’t afraid to negotiate, they would....
How to Identify Leverage In A Negotiation
Last week, I answered questions via a Quora session. One of the great questions I was asked was: What ways do people signal weakness or strength...
The 5 Critical Moments in a Negotiator’s Journey to Excellence
Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you'll...
3 Ways To Find The Space Between "Yes" & "No"
In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?”...
3 Simple Yet Dangerously Effective Tips to Gain The Edge in Negotiations
“The most dangerous negotiation is the one you don’t know you’re in.” What does that mean and how can I use it? It means the truly dangerous...
3 Insider Keys to "How to Spot A Liar"
I taped a video for Business Insider entitled “How To Spot A Liar”. Here are some insider keys to getting more out of this video.
Methods of Persuasion: The Most Important Negotiation Phrase To Master
One of the most effective methods of persuasion is learning how to say "no". Master this skill to find more success and avoid killing your deals.
The #1 Tactic For Negotiating With Someone More Powerful Than You
It’s how I gained the upper hand on international kidnappers.
5 Things Doing The Most Damage to Your Negotiating Ability
#1 – Becoming the hostage of “yes” “Yes” is not the path to “Yes.”