How to Negotiate

How to Find Fairness In A Negotiation

The old saying – “the first step to solving a problem is being aware that the problem exists.” On that same token, the first step to finding fairness...

How to Negotiate

How To Get An Edge When Buying A House

“The Chris Price” is how I got a 10% price reduction on shirts in an outlet mall after I was told there was no discount. It’s how I got a 20%...

How to Negotiate

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,...

How to Negotiate

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 Negotiate

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...

Negotiation Training

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 Negotiate

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 Negotiate

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...

Preparing to Negotiate

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 to Negotiate

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...

Preparing to Negotiate

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...