Tactical Empathy

Timing Your Calibrated Question: How to Use “How Am I Supposed to Do That?” Effectively

"How am I supposed to do that?"—it's one of the most powerful phrases in negotiation, but most people fumble the timing. This Calibrated Question, an...

Tactical Empathy

Why Accusation Audits are not confessions

Let’s dive into something I get asked a lot: what exactly are Accusation Audits, and why aren’t they confessions? I know, the term sounds a little...

Tactical Empathy

How To Instantly Create Collaboration to Get What You Want

The Black Swan Group has created a list of 10 Magic Wand phrases to instantly transform any negotiation. I will be revealing each of these in a...

Collaborative Negotiation

3 Steps for Developing a Collaborative Mindset

In far too many negotiations, both sides consider each other adversaries: I want to get what I want to get, and they want to get what they want to...

Collaborative Negotiation

4 Steps to Prepare for a Collaborative Negotiation

The key to any negotiation success lies in the preparation you put in ahead of time and the mindset you bring to the table. No matter who your...