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Why Are We Still Talking About This?
Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week...
How Your Perception Is Hurting Your Deals
Before you go into any negotiation you probably address some form of the below: Time spent planning Purpose of interaction How do we move the...
Bridging the Gap: Why Hostage Negotiation Is Successful In Business
Last week, I was presenting basic negotiations concepts to a group of CEOs and senior managers. About 45 minutes into our talk, one of the...
The 3 Habits of Ineffective Negotiators
Negotiation advice will tell you these "tactics" are lead to success. We've found that these 3 common habits are completely ineffective. Avoid these...
3 Guidelines For Negotiating Like a Pro
Traditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument...
The Top 2 Reasons To Not Go First In A Negotiation
Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.
Why Your Logic Isn't Important In Negotiation
We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious...
Why Assumptions Should Be A Hypothesis
One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how...
What Makes You Think Your "Yes" Is Real?
Yes is a very tricky concept, especially when put it into the negotiation context. First of all, there are 3 types of “yes” – Confirmation,...
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.
Unsophisticated Negotiation: Taking the Hard Line
A common misconception about negotiation is that the best course of action is to take a hard line with someone. Use logic to express that what you...
The Top Preparation Habit of Highly Successful Negotiators
I was rehearsing an anticipated negotiation in my head. This interaction would be with someone I’ve let get under my skin. This bothers me in a...