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Labels vs. Questions: Unlocking ‘The Floodgates of Truth Talk’
Labels are the best information-gathering device out there. Bar none. This is so true that Brandon Voss of The Black Swan Group has even designated a...
How to Get Your Counterpart to Bid Against Themselves
You may not think that it’s easy to get the other side to bid against themselves. But you’d be wrong. When you’re selling something, there’s a price...
What to Do If You Are Stuck in a Bad Faith Negotiation
The most dangerous negotiation is the one you don’t know you’re in.
How to Use the Key to Tactical Empathy
Everyone who grasps the importance of that’s right is making incredible breakthroughs in their negotiations. They are killing it. And you will, too....
How To Negotiate Your Utility Bills Down
Are you spending more than you need to on utilities? Almost certainly, if we’re being honest. Renegotiating your utility bills on a regular basis is...
Negotiating Everyday Bills Like a Pro
A lot of people treat customer service reps like dirt. If the last person an agent talked with wasn’t rude to them, then the caller right before them...
How to Tell If Someone Is Bluffing
How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we...
Introducing "Ego, Authority, Failure" by Derek Gaunt
Are your employees struggling to stay motivated? If so, it might be them. But there’s a good chance that it’s actually you. In today’s business...
How to Deal with a Liar During Negotiations
Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In...
Communication at Work: How to Nail Your Elevator Pitch
I’ll be honest—I’m not a fan of the elevator pitch. The idea of preparing a 30-second sales speech in which you explain your idea or solution and why...
3 Ways People Take Themselves Hostage in Negotiations & How to Fix It
As a professional negotiator, I’ve witnessed a fair share of negotiation mishaps and mistakes. When conversations and deals fall apart, it’s usually...
How to Negotiate Your Way into a Job: 4 Tips to Nail Your Next Interview
Job hopping can be a slog, but it’s also one of the most effective ways to move up and earn more. The average person will change jobs around 12 times...