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Fine-Tune Your Business Negotiation Skills in 6 Steps
To be a compelling and consistent negotiator, it’s important to keep learning new skills and evolving your approach as you grow. Even veteran...
How to Gain Leverage During a Negotiation
In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.
The #1 Way to Perfect This Key Skill
This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have...
The True Power of “Yes”
A flat-out “yes” is a scary thing to say. “Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you...
3 Ways To Uncover Black Swans That Will Boost Your Deals
However you get into an interaction, whether you have had ample time to prepare or you have been thrown into the fires of Mount Doom, it is always...
How To Unlock The Floodgates of Truth Talk
How do you unlock the floodgates of truth talk? With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that...
Why It's Important To Embrace "No"
“I’m telling you now man, if y’all do anything foolish, these people are gonna get hurt,” Mike said after taking 12 people hostage during a botched...
The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation
What's the best way to handle being attacked in a negotiation? Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence...
The Alternative to "Tell Me More"
My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”. This article is meant to give...
Methods of Persuasion: The Most Important Negotiation Phrase To Master
One of the most effective methods of persuasion is learning how to say "no". Master this skill to find more success and avoid killing your deals.
9 Field-Tested, No-Fail Strategies to Use in Your Next Negotiation
These 9 negotiation strategies for success are based on my upcoming book Never Split the Difference: Negotiating As If Your Life Depended.
The #1 Way to Know If Their Price Is Soft
They’re selling. As soon as someone starts selling, you know their price is soft.