Blog: The Negotiation Edge

The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation

What's the best way to handle being attacked in a negotiation?

Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence on steroids. We call it Tactical Empathy. And it’s the stealth weapon of effective negotiation.

It’s counter-intuitive. It takes guts. It takes grit. And it works.

How to Use a Cold Read and Accusation Audit to Achieve Success

In September 2016, I attended a meeting where I was the lone hostage negotiator in a room full of SWAT guys. The meeting is held quarterly for SWAT guys by SWAT guys. I was an interloper in hostile territory. The purpose for my attendance was to request a piece of their pie. The SWAT group had a training operations cache of about $78,000.00. Since they had spent none of the money on several years, I was requesting about $9,000 annually for the training of negotiators.

How To Use Silence To Your Advantage

 One of my business school students recently sent me an email which said:

“One thing you’ve emphasized in class is using a skill and then shutting up. I was actually kind of amazed at how well not talking works.”

How to Find Fairness In A Negotiation

The old saying – “the first step to solving a problem is being aware that the problem exists.” On that same token, the first step to finding fairness in a negotiation is understanding that the other side’s view of fairness doesn’t even remotely resemble yours, their view of what is fair will probably seem crazy and illogical to you.

Latest from The Edge