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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...
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...