Blog: The Negotiation Edge

How to Identify Leverage In A Negotiation

Last week, I answered questions via a Quora session. One of the great questions I was asked was:

What ways do people signal weakness or strength during negotiations?

Are You Underperforming As A Listener?

Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%.  This overconfidence impedes their success as it prevents them from truly understanding the motivation of the other side.