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...
“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.
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.
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.
Master this way to say "no" that doesn't kill your deals and instead leads to success.
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.
It’s how I gained the upper hand on international kidnappers.
#1 – Becoming the hostage of “yes”. “Yes” is not the path to “Yes”.
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...
These 9 negotiation strategies for success are based on my upcoming book Never Split the Difference: Negotiating As If Your Life Depended.