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Why It's Important To Embrace "No"
“I’m telling you now man, if y’all do anything foolish, these people are gonna get hurt,” Mike said after taking 12 people hostage during a botched...
Communication Skills: How To Get Buy-in Starting With “No”
Think of this as “You had me at ‘no’” meets “think like Elon Musk.”
3 Ways To Create Space For Yourself In A Negotiation
It is always nice to have breathing room in a negotiation. Not monetary breathing room, breathing room in the conversation. What we refer to as...
The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation
What's the best way to handle being attacked in a negotiation? Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence...
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 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%...
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...