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Communication at Work: Are You Being Too Nice at the Negotiation Table?
When we’re faced with a difficult negotiation, many of us make the mistake of thinking that niceness will help us get what we want. To make ourselves...
Communication at Work: How to Nail Your Elevator Pitch
I’ll be honest—I’m not a fan of the elevator pitch. The idea of preparing a 30-second sales speech in which you explain your idea or solution and why...
Active Listening: What It Is and Why It Matters in Negotiating
The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that...
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...
5 Effective Communication Techniques for Managing People
There’s no shortage of bad managers in the world. Most of them aren’t inherently evil people—they’re simply poor communicators. Being an effective...
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...
Mastering the Art of First and Last Impressions
Although first impressions don’t always stick, they do inform how much time, attention, and trust you earn right off the bat. On average, first...
7 Negotiation Techniques for Introverts
If you’re not outgoing, then the thought of initiating a negotiation and stepping out of your comfort zone can feel especially uncomfortable. Below,...
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...
3 Scenarios to Practice Your Negotiation Skills
There’s one commonality that all effective negotiators share: they consciously make the decision to negotiate in their daily lives. It may sound...
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...
Why Compromise is the Enemy of Agreement
We’ve all heard the old adage that “compromise is the secret to a good marriage.” It’s not uncommon to hear compromise linked to things like love and...