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The Top Jedi Countermove to Test if Someone is Bluffing
We all have experienced the challenge of trying to figure out if our counterpart is serious, or is just taking a position to try to maneuver us. Do...
The Power of the Label
At a conference last week I was extolling the value of the label among other active listening skills. The next morning a participant told me he had...
Negotiation as Inception
Remember the movie Inception? Leonard DiCaprio plays Dom Cobb, a master thief who is tasked with planting an idea in CEO Robert Fischer’s mind. Cobb...
How to Deal with the World’s Toughest Negotiators
Kidnappers are the world’s toughest negotiators. From our perspective, kidnapping is a horrifying event but to a kidnapper, it is simply a...
The Seduction of “You’re Right” in Negotiations
We probably love hearing “you’re right” more than we love hearing “yes” and “yes” has been described as the most beautiful word in any language. Yet...
3 Ways to Hone Your Negotiation Skills
Here are 3 ways to hone your negotiation skills.
4 Steps to Not Being Held Hostage by Your Cell Phone Company
Be empathic by showing gratitude and appreciation Make a focused comparison Ask a great “How?” question Use an effective pause
The Top 4 Tips for Negotiating a Better Salary
Every MBA class I lecture to, I tell them my first objective is to single-handedly raise the ranking of their school. One of the critical factors in...
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...
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
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...
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...