3 Ways To Create Space For Yourself In A Negotiation

It is always nice to have breathing room in a negotiation. Not monetary breathing room, breathing room in the conversation. What we refer to as breathing room is this moment or space in time, during the interaction, where you can collect your thoughts and refocus your attention.

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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.

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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...

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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.”

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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.

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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...

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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...

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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...

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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."

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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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