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Negotiation Structure Dictates Negotiated Outcomes
There is a general principle that structure dictates outcomes. This is seemingly a very simple idea. While clichés like this one can be very helpful,...
Just Talk To Him
MOREPIES. It’s the acronym developed by the Crisis Negotiations Unit of the FBI in order to help negotiators remember the eight skills in the Active...
The Key to Negotiating Thanksgiving With Your Family
Eric Barker wrote in his blog “Barking Up The Wrong Tree” that gratitude is the tactical nuke of emotions. That when you bring yourself to feel it,...
Negotiation Skills Training: 4 Steps to Establish Control
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to...
It's All Fun And Games, Until Someone Gets Hurt
In the late 1980’s, several deaths of mentally ill persons attributed to the Memphis Police Department (MPD) resulted in a change in tactics for how...
Is Logic Real?
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...
2 Steps to Sun Tzu Your Salary Negotiations
Sun Tzu's The Art of War presents two principles that I teach my students and clients to use in salary negotiations. “Attack where he is unprepared.”...
Hostage Or Non-Hostage? That is The Question
“Ma’am, here’s what we know so far. Suspect, John Doe of Any Address, is holding his estranged wife, Jane Doe against her will. Apparently, Doe is an...
The Sexiest Thing About Listening
It’s how you get what you want. In hostage negotiation we always had a saying “What’s it going to take to get the hostage taker to come out? He’ll...
Negotiating with Empathy: Not a State of Mind, It is an Action
Empathy is commonly defined as being very close to sympathy in many cases. Merriam-Webster defines empathy as the feeling that you understand and...
How to Crush Your Salary Negotiation
“How can I be guaranteed to be involved in projects critical to the company’s future?” Ask this in every job and salary negotiation. Every time....
Getting You From Rapport To Influence
We have written about the importance of active listening to demonstrate empathy in order to establish a bond or rapport with the other side of a...