How to Get Secrets – A Black Belt Negotiation Skill

The key to any negotiation is getting the other side talking.  That’s one of the purposes of small talk.  To establish rapport. To get the conversation going.  To get them talking about the things they’d love to trust you with, but are hesitant to. To get them to spill the beans.

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Bargaining vs Negotiation: Do you really know the difference?

Two weeks ago, I attended the SaaStr 2017 conference in San Francisco.  It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as well as marketing and sales geniuses.  They meet once a year to network, listen to speakers and view/sell the latest products.  These attendees, by my limited observations were all 30 to early 40-somethings; all wicked smart and extremely successful....

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How To Recognize Weakness or Strength During Negotiations

Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often referred to as “tells” . So, you’re really looking to triangulate signals.

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How To Disarm The Attack

There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type offer (take X or this bad thing is going to happen to you).  Sometimes it may be something they say out of desperation, other times  they were going to hit you with it one way or another.  At the end of the day, everyone we meet in a negotiation has a...

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