Blog: The Negotiation Edge

4 Rock Star Secrets to Prepare to Crush the Killer Deal

4 Most Emotional Terms in Negotiation

The Top Jedi Countermove to Test if Someone is Bluffing

We all have experienced the challenge of trying to figure out if our counterpart is serious, or is just taking a position to try to maneuver us. Do they mean what they’ve said and do we need to be careful about protecting the relationship? Are they bluffing to simply try to better their outcome at our expense?

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 taken what I said to heart and decided to try it, via email, with an employee.