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How To Disarm the Attack
There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type...
How You Can Handle The #1 Most Common Lie in Negotiations
"Maybe" I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started...
The 1st Deadly Sin of Negotiation and How to Defeat It
The #1 Sin - The Lust for “Yes” Lust. One of the 7 deadly sins of life and the first Deadly Sin of Negotiation. It’s a powerful poison for a reason....
How to Get The Upper Hand In Any "Take It Or Leave It" Offer
A “take it or leave it offer” signals a great deal of insecurity on the part of the other side. If they weren’t afraid to negotiate, they would....
How to Identify Leverage In A Negotiation
Last week, I answered questions via a Quora session. One of the great questions I was asked was: What ways do people signal weakness or strength...
3 Ways To Find The Space Between "Yes" & "No"
In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?”...
3 Simple Yet Dangerously Effective Tips to Gain The Edge in Negotiations
“The most dangerous negotiation is the one you don’t know you’re in.” What does that mean and how can I use it? It means the truly dangerous...
3 Insider Keys to "How to Spot A Liar"
I taped a video for Business Insider entitled “How To Spot A Liar”. Here are some insider keys to getting more out of this video.
Better Than Why...What Makes You Ask?
People will always ask you questions in a negotiation. When it is important to find out the reasoning for their question asking "Why" or flat out...
The #1 Tactic For Negotiating With Someone More Powerful Than You
It’s how I gained the upper hand on international kidnappers.
How to Turn Confrontation Into Partnership Like Taylor Swift
The most dangerous negotiation is the one you don’t know you’re in. Last June, Taylor Swift wrote one of the most elegant confrontations in the...
The Key to Dealing with A Negotiator Who Lies
The most common lie in a negotiation? “Yes”. As in “Yes, we’ll do it” or “Yes, that’s true” or “Yes, I’m interested”.