The #1 Sign Their Position is Weak And How to Handle It
One of my students at USC Marshall recently made this observation during a negotiation: “When he said that, I smelled blood in the water. I knew I...
Preparing to Negotiate
Why Assumptions Should Be A Hypothesis
One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how...
How to Negotiate
The 1st Deadly Sin of Negotiation and How to Defeat It
The #1 Sin - The Lust for “Yes” Lust. One of the 7 deadly sins of life and the first Deadly Sin of Negotiation. It’s a powerful poison for a reason....
How to Negotiate
How to Get The Upper Hand In Any "Take It Or Leave It" Offer
A “take it or leave it offer” signals a great deal of insecurity on the part of the other side. If they weren’t afraid to negotiate, they would....
Preparing to Negotiate
What Makes You Think Your "Yes" Is Real?
Yes is a very tricky concept, especially when put it into the negotiation context. First of all, there are 3 types of “yes” – Confirmation,...