Blog: The Negotiation Edge

How To Get An Edge When Buying A House

“The Chris Price” is how I got a 10% price reduction on shirts in an outlet mall after I was told there was no discount. It’s how I got a 20% discount on a cummerbund (I know it’s embarrassing that I even had to buy one) at a Joseph A. Banks after I was told there was no discount.

It’s how a high school buddy of mine (Brock Alter) got a huge discount at Macy’s (about 75%), and it’s how Eduardo (a student of mine at Georgetown) got a discount on a case of tequila at a liquor store!

It’s the counterintuitive application of what hostage negotiators use to keep hostages alive. Make sure the hostage taker knows the victim’s name. They will see them as a person and be less likely to harm them. It triggers what Brandon Voss has accurately defined as the process of “reverse empathy.”

4 Types of Difficult People and How To Win Them Over


How you handle difficult conversations or manipulative tactics can be a deal maker or deal breaker.  You will face demanding, unclear, frustrating, and manipulative personalities at some point during your negotiations endeavors. You most likely have already.  These 4 specific tactics are used to intimidate you and derail the discussion. A good negotiator is prepared to navigate these personality traits and break down these barriers to effective communications. This article identifies barrier tactics and how to defuse their effects.

3 Keys To Closing A Negotiation Brilliantly

The last impression is the lasting impression.

We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense moment and… how things end.

Broadway has known about this forever – “Give ‘em a big finish & they’ll forgive you for anything” goes the adage.

“What about the 1st impression”? You might wonder. I remember my mom drilling into my head “If you don’t make a good 1st impression you may never get a chance to make another”. Not a false statement, but more pointed at the empty-headed teenager she was talking to.

Your game needs to shift once you’ve gotten past knowing how to smile, look someone in the eye and shake hands. Here’s how:

How To Get Buy-in With The 3 Most Effective Calibrated Questions

As you know by now, a negotiation is an information gathering process. It is a bad move to try and start a negotiation by attempting to get the other side to understand you. Just like Stephen Covey says "seek to understand before being understood."

How to Get Secrets – A Black Belt Negotiation Skill

The key to any negotiation is getting the other side talking.  That’s one of the purposes of small talk.  To establish rapport. To get the conversation going.  To get them talking about the things they’d love to trust you with, but are hesitant to. To get them to spill the beans.

Bargaining vs Negotiation: Do you really know the difference?

Two weeks ago, I attended the SaaStr 2017 conference in San Francisco.  It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as well as marketing and sales geniuses.  They meet once a year to network, listen to speakers and view/sell the latest products.  These attendees, by my limited observations were all 30 to early 40-somethings; all wicked smart and extremely successful.  I was clearly one of the dumbest guys in the room.

How To Recognize Weakness or Strength During Negotiations

Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often referred to as “tells” .

So, you’re really looking to triangulate signals.

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 offer (take X or this bad thing is going to happen to you).  Sometimes it may be something they say out of desperation, other times  they were going to hit you with it one way or another.  At the end of the day, everyone we meet in a negotiation has a plan of attack.  Even if you're only information going into an interaction is a cold read, you can start to draw lines between what they may want and why.  Usually the reasons for coming to the table that are more than what appears on the surface.  If you go into an interaction thinking the other side has only one reason for being there than you are sorely mistaken.  There are always things going on in the other side's position, the way they operate as a team or company that has brought them to the table.  If we take a real honest look at the reasons they would take a certain position, we can start to form a statement summary that defines their approach, consequently removing all the reasoning for cementing themselves over a certain point.

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.

What Are We Seeing? - PART III

Differences in the personality types of hostage-takers (HTs) you may encounter should also be considered when planning the appropriate intervention technique.  Different people have different sensitivities, needs, and goals.  Your ability to influence the HT’s behavior and ultimately the incident’s outcome is significantly dependent upon the ability to address the personality type.