How to Negotiate

The Dos and Don'ts of Negotiating with Vendors

Okay, so you’ve reached out to a vendor, communicated what you’re looking for, and requested a service-level agreement (SLA), timeline, and price...

5 Crucial Tips For Getting Past The Gatekeeper

Getting past the gatekeeper, the screener, the blocker or whatever term you give them has been a challenge...forever. Their job is to insulate and...

3 Ways to Negotiate Like a Black Swan

One definition of negotiation that can be found in a dictionary is "a focused comparison of ideas/results," which to me is a sophisticated way of...

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...

Labeling...It's Not Just For Emotions Anymore

Emotion labeling was developed as a part of the Active Listening Skillset in the area of psychotherapy in the 1950’s. It is defined as the tentative...

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...

The 3 Best Tactics To Not Name Price First

When someone asks you “How much?”, what’s the worst thing you can do? Answer with a price. The traditional wisdom is “He (or she) who names a price...

Preparing to Negotiate

Why Are We Still Talking About This?

Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week...

How to Negotiate

How to Gain Control in a Negotiation in 4 Steps

The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to...

Preparing to Negotiate

How Your Perception Is Hurting Your Deals

Before you go into any negotiation you probably address some form of the below: Time spent planning Purpose of interaction How do we move the...

The #1 Negotiation Strategy For Everyone (Backed By Science)

The Accusations Audit. (And the crazy thing is women are killing it with this!) Across the board, our clients are hitting the biggest home-runs by...

How to Negotiate

How To Negotiate When You Have No Leverage

If they’re talking to you, you have leverage. Who has the leverage in a kidnapping? As crazy as it sounds, it’s the people negotiating on behalf of...