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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...
The Market Price (Part 2 of 2)
We left off last month at the FBI’s Critical Incident Negotiation Team (CINT) In-Service training and learning the sobering truth that kidnapping is...
The Market Price (Part 1 of 2)
If I were to ask, “What is the difference between hostage negotiation and business negotiation?” – what would you say? How would you answer? I know...