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4 Steps to Consistent Negotiation Success
Voice Persistence Playfulness Practice
When It Goes Bad, It Goes Bad Quickly (Part 2)
Let’s imagine for a moment that your team does not deploy negotiators on high-risk warrant service as was advocated in Part 1 of this series and the...
How to Deal with a Negotiator Who Lies
Ever wonder what's the best way to deal with a negotiator who lies? Focus on implementation. It’s actually pretty much that simple. It is one of the...
3 Ways to Negotiate Like a Pro
Traditionally speaking negotiation is seen as a focused comparison of ideas/results, which in my eyes is a sophisticated way of saying an argument...
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...
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...
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 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...
4 Rock Star Secrets to Prepare to Crush the Killer Deal
The Black Swan Group law of success:
4 Most Emotional Terms in Negotiation
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...