Blog: The Negotiation Edge

3 Steps to Find Out If You've Left Anything On The Table

One of the most common questions I get asked is “How do I know I’ve gotten everything that I could have gotten?”

That’s a great question and one that nags at all of us.  It’s basically a 3-step process and requires very little, but it’s more than just asking.  Patience is a strategic device.

  1. Create the environment.
  2. Produce empathy.
  3. Provoke the response with the killer label.

Is Logic Real?

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 impact on our future – like in negotiation for example.

It is probably fair to say that when we as people make decisions it is heavily based on value, especially in business.  We are constantly talking about “how we can find value” or “how we can create value” or “what can we do that makes us more valuable”. All these different uses of the word value confuse me, every time it is mentioned there is a different definition.  If what I value is logical and what you value is logical, then how come they are different?

2 Steps to Sun Tzu Your Salary Negotiations

Sun Tzu's The Art of War presents two principles that I teach my students and clients to use in salary negotiations. 
  1. “Attack where he is unprepared.”
  2. “Subdue the enemy without fighting”.

One of the my MBA students used this strategy to get her job and take an incredible step forward with her new employer – leapfrogging all of the others hired at the same time as her.  She effectively got an unfair head start.

Hostage Or Non-Hostage? That is The Question

“Ma’am, here’s what we know so far.  Suspect, John Doe of Any Address, is holding his estranged wife, Jane Doe against her will.  Apparently, Doe is an alcoholic who is prone to violence against Jane when he is drunk.  This is what led her to get the Protective Order against him.  The PO prohibits him from coming within 500 feet of her and their son, Sam.  He showed up today at her home to ‘talk things out’.  This led to an argument.  A concerned neighbor came across the street to check on Jane.  She was met at the door by John who had a pistol in his hand.  The neighbor then called us.