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...

4 Things to Expect in A Negotiation

If you knew what the people on the opposite side of the table thought you’d surely get everything you wanted. Unfortunately, you don’t have a crystal...

How to Negotiate

How To Effectively Negotiate A Raise

Bosses reward people they trust and who are effective. And when in doubt? They lean towards those they trust. Here’s how to achieve both.

How to  Answer All Their Questions

Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information...

The Best “1-2 Punch” In Negotiations

Even I had forgotten how effective this is. The “late-night FM DJ” voice combined with “How am I supposed to accept that?” I was just getting in some...

Using The Power of Silence To Get More

Falling silent, also known as the effective pause, is a powerful tool to use during interpersonal communication. It is a skill in which you...

2 Key Ways To Make Your Counterpart The Problem Solver

We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning...