The Problem with "Tell Me More"

Whether or not you realize it we have all used “tell me more” when questioning someone about a topic we want to know more about. More often than not our intentions are inquisitive and open-ended but we forget that the simplest definition of an open-ended question is one that cannot be answered with a “yes” or “no”. Unfortunately at times our desire to know more gets in the way of the mission to...

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3 Simple Yet Dangerously Effective Tips to Gain The Edge in Negotiations

“The most dangerous negotiation is the one you don’t know you’re in.”   What does that mean and how can I use it? It means the truly dangerous negotiator starts by grabbing every edge he/she can get.

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Top 2 Things Negotiators Do That Limit Their Deals

Many times in life we are our own worst enemy, critic or obstacle.  The same reins true in negotiation.  Sometimes we start to compromise before providing the other party a chance to negotiate amongst themselves, or even more dangerous, we have a false perception of leverage which really did not exist.

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3 Insider Keys to "How to Spot A Liar"

I taped a video for Business Insider entitled “How To Spot A Liar”.  Here are some insider keys to getting more out of this video.

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The Most Important Phrase To Master For Tough Negotiations

Master this way to say "no" that doesn't kill your deals and instead leads to success.   

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Better Than Why - "What Makes You Ask?"

People will always ask you questions in a negotiation. When it is important to find out the reasoning for their question asking "Why" or flat out answering is not the best solution. Use "What makes you ask?" instead. 

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The #1 Tactic For Negotiating With Someone More Powerful Than You

It’s how I gained the upper hand on international kidnappers.

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5 Things Doing The Most Damage to Your Negotiating Ability

#1 – Becoming the hostage of “yes”.   “Yes” is not the path to “Yes”.

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3 Phrases You Need to Eliminate from Your Negotiations

Increase your communication success by eliminating these 3 bad communication habits that naturally trigger a negative human response.  “Ignore human nature at your own peril” is one of our basic negotiation approaches.  It is also why our skills are so effective.  In any given situation people have a tendency to react instinctively simply because they are people.   When you are backed into a...

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The 9 Field-Tested, No-Fail Strategies To Help You Succeed In Your Next Negotiation

These 9 negotiation strategies for success are based on my upcoming book Never Split the Difference: Negotiating As If Your Life Depended. 

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