Blog: The Negotiation Edge

4 Steps to Consistent Negotiation Success


  1. Voice

  2. Persistence

  3. Playfulness

  4. Practice

What Makes You Ask?

Whenever I present this idea to a client or a classroom more often than not I get a response back that indicates that the people I am speaking to use this question all the time. If you are one of those, I would implore you to really consider the words you use when you are trying to uncover information. I would be willing to bet that more often than not, if not all the time, what you say is “Why do you ask?” Well, what’s the difference and why does it matter? I am here to tell you that there is a huge difference, but if you are ok with turning negotiations into arguments, or at the very least heated interactions, then keep doing what you’re doing and don’t worry about reading the rest of this article.

Behind the Scenes: My Appearance on Comedy Central

My appearance on The Daily Show:

When It Goes Bad, It Goes Bad Quickly (Part 2)

Let’s imagine for a moment that your team does not deploy negotiators on high-risk warrant service as was advocated in Part 1 of this series and the warrant service is compromised at the breach. Having tactical operators versed in the basics of crisis negotiation can be an effective stop-gap measure until your negotiators can respond.