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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....
How to Get The Upper Hand In Any "Take It Or Leave It" Offer
A “take it or leave it offer” signals a great deal of insecurity on the part of the other side. If they weren’t afraid to negotiate, they would....
What Makes You Think Your "Yes" Is Real?
Yes is a very tricky concept, especially when put it into the negotiation context. First of all, there are 3 types of “yes” – Confirmation,...
How to Identify Leverage In A Negotiation
Last week, I answered questions via a Quora session. One of the great questions I was asked was: What ways do people signal weakness or strength...
Are You Underperforming As A Listener?
Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%. This overconfidence...