The Best “1-2 Punch” In Negotiations

Even I had forgotten how effective this is. The “late-night FM DJ” voice combined with “How am I supposed to accept that?” I was just getting in some practice and was shocked when I got my way. I knew I had violated their “rules” and was technically asking for a refund after the deadline had expired.

READ POST

Using The Power of Silence To Get More

Falling silent, also known as the effective pause, is a powerful tool to use during interpersonal communication. It is a skill in which you intentionally create a void in the dialogue, before or after saying something meaningful, to entice the other side to continue talking and perhaps expound on a point they were trying to make. It is arguably the most underutilized listening skill. Sometimes,...

READ POST

2 Key Ways To Make Your Counterpart The Problem Solver

We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning your counterpart into the solver of problems is essential to making this happen for 2 reasons. First, we know that human nature tells us people feel in control when they are doing the talking. Second, buy-in is paramount to great execution. As a...

READ POST

Protect Your Profit like Marcus Lemonis

Marcus Lemonis would have been a great hostage negotiator. “I understand you guys have rights and remedies under the agreement to pursue whatever it is and I respect that. We will accept whatever the consequences are.”

READ POST
1