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4 Types of Difficult People and How To Win Them Over
How you handle difficult conversations or manipulative tactics can be a deal maker or deal breaker. You will face demanding, unclear, frustrating,...
3 Keys To Closing A Negotiation Brilliantly
The last impression is the lasting impression. We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense...
How to Get Secrets – A Black Belt Negotiation Skill
The key to any negotiation is getting the other side talking. That’s one of the purposes of small talk. To establish rapport. To get the conversation...
Bargaining vs Negotiation: Do you really know the difference?
Two weeks ago, I attended the SaaStr 2017 conference in San Francisco. It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as...
How To Recognize Weakness or Strength During Negotiations
Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often...
How To Disarm the Attack
There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type...
The Top 2 Reasons To Not Go First In A Negotiation
Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.
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...
Why Your Logic Isn't Important In Negotiation
We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious...
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...
Why Assumptions Should Be A Hypothesis
One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how...
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....