Corporate Training
Best for 20+ People
Keynotes and Speaking Engagements
Classes
Customized Coaching
Live Events
Who We Are
Our Difference
Learning Center
In the Media
Bookstore
The Top Negotiation Tip From the #1 Trial Attorney in LA
“Is it better to be liked or respected at work?” This was the question posed in an article aimed at women I came across last November. This is...
Negotiation Skills Training: 4 Steps to Establish Control
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to...
Negotiating with Empathy: Not a State of Mind, It is an Action
Empathy is commonly defined as being very close to sympathy in many cases. Merriam-Webster defines empathy as the feeling that you understand and...
The Power of the Label
At a conference last week I was extolling the value of the label among other active listening skills. The next morning a participant told me he had...
Empathy: A Missionary & Mercenary Skill
The reason I try to make it a point to use empathy in all negotiations and most conversations is because I have had the luxury of experiencing how...
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...
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...
Is Timing Really Everything?
The answer to this question has solely to do with the notion of how negotiator types perceive good use of time. Something to keep in mind for those...