Seducing The Long Term Relationship Into Success

The Gallup Organization tells us we don’t remember things the way they happen, we remember how it ends and the most intense moment. Our brothers and...

Crisis Negotiation

When It Goes Bad, It Goes Bad Quickly (Part 1)

Sunrise is about an hour away. SWAT has silently contained the target location. Their stack is at the front door, ready to execute a “no-knock”, high...

How to Negotiate

2 Smart Tactics to Get You What You Want In A Negotiation

Nearly everyone shows up for a negotiation burning to have his or her say. You’ve thought about what you want and how you want to get it. You’ve...

How to Negotiate

How to Handle Difficult Conversations

Difficult conversations or manipulative tactics can be deal makers or deal breakers, depending on the stage of the negotiations, the relationships of...

How to Negotiate

4 Rock Star Secrets to Prepare to Crush the Killer Deal

The Black Swan Group law of success:

4 Most Emotional Terms in Negotiation

How to Negotiate

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...

Negotiation Tactics

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...

Preparing to Negotiate

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 Negotiate

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...

Preparing to Negotiate

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...

How to Negotiate

3 Ways to Hone Your Negotiation Skills

Here are 3 ways to hone your negotiation skills.