The 3 Habits of Ineffective Negotiators

Negotiation advice will tell you these "tactics" are lead to success. We've found that these 3 common habits are completely ineffective. Avoid these and increase your chances of negotiation success. 

READ POST

How To Continue to Maintain and Build Your Negotiation Competency

The standard answer is practice, practice, practice. Repetition; however, is the mother of skill, but what you are practicing is just as important. If you want to be better at basketball, you aren't doing yourself many favors on the golf course. If you want to be better at negotiation, you aren't doing yourself much good reverting to bad communication habits like "tell me more" and trying to...

READ POST

3 Guidelines For Negotiating Like a Pro

Traditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument over points.   Typically a negotiation begins with one side stating what their issues are and what they want. Next, the other side does the same thing. In the end, if a deal is made both sides feel like they could have gotten more or they stuck it to...

READ POST

How To Confront And Win A New Friend

I moved into a new apartment.  The parking spaces are tiny. Not only is my neighbor parked right on the line, I need them to actually move to the other side as far as possible to make extra room for me because I drive a salsa red pearl Toyota 4-runner and there is no way I want anything to happen to that sexy paint-job

READ POST

The #1 Key To Giving Yourself Negotiation Superpowers

To quote legendary extreme skier/BASE jumper, Shane McConkey “What I do on the hill is find an interesting way to do something fun.” Flow. Near perfect calm, precise perception and incredible decision making. Focus.

READ POST

3 Ways To Uncover Black Swans That Will Boost Your Deals

However you get into an interaction, whether you have had ample time to prepare or you have been thrown into the fires of Mount Doom, it is always good to have basic guidelines to abide by. Here are three we tend to lean on because of their influence on human nature reaction.

READ POST

How To Unlock The Floodgates of Truth Talk

With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that are meant to be answered with a “yes.” Your best tools are statements based on observations. Labels and cold reads. They extend thought processes, helping people open up the flow of what they are thinking and causing them to say it out loud. Is it crazy to think this would work for you and your...

READ POST

3 Negotiation Mistakes That Are Hurting Your Deals

People always want to increase their odds of success. It's simply human nature to want to do everything you can to avoid failure. Here are 3 common communication mistakes that are hurting your deals. 

READ POST

How To Get Buy-in Starting With “No”

        Think of this as “You had me at ‘no’” meets “think like Elon Musk.”  “Do you want the FBI to be embarrassed?” –effective pause – “What do you want me to do?” The above example is from our book “Never Split The Difference” where an FBI hostage negotiator – Marti Evelsizer – was negotiating with her (jealous) boss. He wanted to remove her from her position as head of the Pittsburgh FBI...

READ POST

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.

READ POST