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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...
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
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)....
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...
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...
3 Coaches/3 Negotiator Types – Which are you?
It is football season again and I couldn’t be happier. I also can’t help but see how the things we teach about negotiation are incorporated in all...
Are Women Naturally Better Negotiators Than Men? – Part II
“I always thought women made better negotiators than men.” This was Tom Strentz’s response when I shared with him my experience teaching my class in...
Are Women Naturally Better Negotiators Than Men?
I teach a negotiation course at Georgetown University’s McDonough School of Business in the M.B.A. program. If you’re in my course then you’re...
Assumptions: Negotiation Mistakes That Haven’t Been Made Yet
Everyone pretty much knows the old saying about assumptions making a you know what out of both you and your counterpart. While personally I am not...