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Why Accusation Audits are not confessions
Let’s dive into something I get asked a lot: what exactly are Accusation Audits, and why aren’t they confessions? I know, the term sounds a little...
Understanding Tone and Triggering: A Story of Communication Dynamics
Imagine walking into a negotiation room, where three distinct characters are waiting to discuss a deal. There's the Analyst, quietly focused on their...
Mastering Heated Negotiations: Key Questions to Keep Your Cool
When negotiations get heated, it's essential to manage both the conversation and your own emotions effectively. Here are the key questions I ask...
You vs. Irrational Behavior: Win Any Negotiation with These Tactics
In my years as a hostage negotiator, I've faced some of the most intense, high-emotion situations you can imagine. But here's the thing: whether...
What’s the Difference Between Sympathy and Empathy?
People always confuse sympathy with empathy, but they are vastly different concepts. At a high level, sympathy is about using common ground and...
The Most Basic Negotiation Skill Anyone Can Use
The most basic negotiation skill anyone can start using is simple—listening. Becoming a better listener will help you with the rest of the...
3 Steps for Developing a Collaborative Mindset
In far too many negotiations, both sides consider each other adversaries: I want to get what I want to get, and they want to get what they want to...
How to Debrief Post-Negotiation (Hot Wash)
Even the best negotiators in the world can improve.
3 Ways to Prepare for Challenging Negotiations
Some negotiations are harder than others. That’s just the way it is. When the stakes are highest, nobody rises to the occasion. Instead, we all fall...
5 Ways to Develop Self-Confidence in Negotiations
The world’s best negotiators never buckle under pressure. Instead, they’re calm, cool, and collected when they sit down at the table—and that’s...
Using the C.A.V.I.AA.R™ Method to Prep for Negotiations
Any time you are about to sit down at the table when the stakes are highest, you’re under a lot of pressure. To get the outcomes you’re aiming for,...
4 Tips for Jump-Starting Stalled Negotiations
Even the best negotiators in the world hit an impasse now and again. Next time you find yourself in the middle of a stalled negotiation, lean on...