Blog: The Negotiation Edge

How To Get An Edge When Buying A House

“The Chris Price” is how I got a 10% price reduction on shirts in an outlet mall after I was told there was no discount. It’s how I got a 20% discount on a cummerbund (I know it’s embarrassing that I even had to buy one) at a Joseph A. Banks after I was told there was no discount.

It’s how a high school buddy of mine (Brock Alter) got a huge discount at Macy’s (about 75%), and it’s how Eduardo (a student of mine at Georgetown) got a discount on a case of tequila at a liquor store!

It’s the counterintuitive application of what hostage negotiators use to keep hostages alive. Make sure the hostage taker knows the victim’s name. They will see them as a person and be less likely to harm them. It triggers what Brandon Voss has accurately defined as the process of “reverse empathy.”

4 Types of Difficult People and How To Win Them Over


How you handle difficult conversations or manipulative tactics can be a deal maker or deal breaker.  You will face demanding, unclear, frustrating, and manipulative personalities at some point during your negotiations endeavors. You most likely have already.  These 4 specific tactics are used to intimidate you and derail the discussion. A good negotiator is prepared to navigate these personality traits and break down these barriers to effective communications. This article identifies barrier tactics and how to defuse their effects.

3 Keys To Closing A Negotiation Brilliantly

The last impression is the lasting impression.

We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense moment and… how things end.

Broadway has known about this forever – “Give ‘em a big finish & they’ll forgive you for anything” goes the adage.

“What about the 1st impression”? You might wonder. I remember my mom drilling into my head “If you don’t make a good 1st impression you may never get a chance to make another”. Not a false statement, but more pointed at the empty-headed teenager she was talking to.

Your game needs to shift once you’ve gotten past knowing how to smile, look someone in the eye and shake hands. Here’s how:

How To Get Buy-in With The 3 Most Effective Calibrated Questions

As you know by now, a negotiation is an information gathering process. It is a bad move to try and start a negotiation by attempting to get the other side to understand you. Just like Stephen Covey says "seek to understand before being understood."