Crisis Negotiation

Our Role In a Terrorist Event

“The enemy uses the best negotiator he has, who is normally very sly, and knowledgeable in human psychology. He is capable of planting fear in the...

Negotiation Mistakes

The 3 Most Common Negotiation Mistakes

You don’t let “moments” happen You negotiate against yourself You don’t play “the short game” #1 – You don’t let “moments” happen

Negotiation Tactics

Empathy: A Missionary & Mercenary Skill

The reason I try to make it a point to use empathy in all negotiations and most conversations is because I have had the luxury of experiencing how...

How to Negotiate

4 Hostage Negotiation Steps for “Hacking” Confrontation

Negotiation impasses and negotiation confrontations are very similar. In both instances, you need to create “space” to expand the negotiation to see...

Preparing to Negotiate

At The Table

In every negotiation there is information that can only be obtained at the negotiation table, these bits of information will often change everything...

How to Negotiate

Sun Tzu Would Agree With Hillary

Last week, during a speech at Georgetown University, Secretary Hillary Clinton advocated, “…showing respect, even for one’s enemies. Trying to...

The Best of Chris Voss & Derek Gaunt (The Edge Year 1)

Chris is the President and CEO of The Black Swan Group, a negotiation consulting firm he started in 2008. Prior to his entrepreneurial crusade he was...

Derek’s Favorites (The Edge Year 1)

September 2013

How to Negotiate

4 Hostage Negotiation Skills to Help You Renegotiate Your Cable Bill

I received this from Ryan, one of the MBA students in the negotiation course we teach at Georgetown University’s McDonough School of Business (MSB)....

Negotiation Tactics

Assertives Beware!

Last month I wrote an article giving some insight into the three negotiator types by using 3 head football coaches in the NFL as comparison: Pete...

Crisis Negotiation

Five Negotiation Tips For Crisis Negotiators

1. Stick to your training

An FBI Hostage Negotiator Teaches You the “F” Word in Negotiations

Bang. That’s it. When the “F” bomb – “fair” – gets thrown in a negotiation things have just gotten emotional. “Wait...haven’t they always been...