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The 5 Critical Moments in a Negotiator’s Journey to Excellence
Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you'll...
The Alternative to "Tell Me More"
My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”. This article is meant to give...
Negotiating When They Are Not Talking
Sam Felder (not his real name) had barricaded himself in his home. Suffering from hellacious migraines and post-traumatic stress, he told his wife he...
3 Ways To Find The Space Between "Yes" & "No"
In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?”...
The Problem with "Tell Me More"
Whether or not you realize it we have all used “tell me more” when questioning someone about a topic we want to know more about. More often than not...
3 Simple Yet Dangerously Effective Tips to Gain The Edge in Negotiations
“The most dangerous negotiation is the one you don’t know you’re in.” What does that mean and how can I use it? It means the truly dangerous...
3 Insider Keys to "How to Spot A Liar"
I taped a video for Business Insider entitled “How To Spot A Liar”. Here are some insider keys to getting more out of this video.
Methods of Persuasion: The Most Important Negotiation Phrase To Master
One of the most effective methods of persuasion is learning how to say "no". Master this skill to find more success and avoid killing your deals.
Better Than Why...What Makes You Ask?
People will always ask you questions in a negotiation. When it is important to find out the reasoning for their question asking "Why" or flat out...
The #1 Tactic For Negotiating With Someone More Powerful Than You
It’s how I gained the upper hand on international kidnappers.
5 Things Doing The Most Damage to Your Negotiating Ability
#1 – Becoming the hostage of “yes” “Yes” is not the path to “Yes.”
3 Phrases You Need to Eliminate from Your Negotiations
Increase your communication success by eliminating these 3 bad communication habits that naturally trigger a negative human response. “Ignore human...