4 Things to Expect in A Negotiation

If you knew what the people on the opposite side of the table thought you’d surely get everything you wanted. Unfortunately, you don’t have a crystal ball or a time machine and haven’t fully developed your psychic abilities just yet. Hence the reason for a communication process and varying amounts of preparation based on circumstance and of course time.

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How To Effectively Negotiate A Raise

Bosses reward people they trust and who are effective. And when in doubt? They lean towards those they trust. Here’s how to achieve both.

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Negotiating Within The Negotiations

The Incident Commander (IC) is brand new. He has spent the last three years as a sergeant in the Property and Evidence section. He was promoted to sergeant four years prior and spent one year running a squad before being transferred to Property and Evidence. Two months ago he competed for and was ultimately promoted to lieutenant.

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How to  Answer All Their Questions

Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information gathering endeavor, you need to be prepared to make sure you take every opportunity to make yourself smarter. Sometimes these moments are when questions are asked of you. They are trying to piece together the puzzle for themselves which is why they...

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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.

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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,...

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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...

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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.”

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How To Have More Joy This Holiday Season

What The Black Swan Group teaches is applicable to our daily lives, including family and friends this holiday season! Proactively tell people you care about what you’ve loved about them, even if it isn’t showing itself at the moment, and watch the great result. Here’s a great story that recently shared with me. I realized it was a great example of the results from proactively nurturing...

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Are You The Favorite or The Fool?

Two weeks ago I coached a client before an upcoming negotiation. His company had been engaged in a relationship with a prospect for over a year that was based on assumptions that were never tested. My client is a real estate developer. The prospect was a potential tenant. The potential tenant provided a Letter of Interest as well as personally expressing their interest in leasing from my client....

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