Who knew hostage negotiation actually uses the same principles that apply to all negotiations?! Hostage negotiation started in the 1970s, before Daniel Kahneman’s Thinking, Fast and Slow, before neuroscience, and before emotional intelligence. We thought we were dealing with an aspect of human behavior that was the exception to everyday life. What we didn’t know is that we were dealing with the essence of everyday life and had the rules for all negotiations. Here are those five rules for winning negotiations:Read More >
The secret to gaining the upper hand in a negotiation is to give the other party the illusion of control. But how do you flip the control dynamic on its head?Read More >
“I’m here to sign-up for the stupid American of the day award.”
What made me say that? I’m on the wrong side of customs in Australia and my bags are still inside. And I’m not interested in getting stranded and missing my connection, or wearing the same clothes for five days and brushing my teeth with the hotel provided toothbrush.Read More >
To be a compelling and consistent negotiator, it’s important to keep learning new skills and evolving your approach as you grow. Even veteran negotiators can benefit from some expert tips. We’ve laid out six tried-and-true methods to help you fine-tune your negotiation skills and improve your effectiveness in business dealings.Read More >
“Do the homework, and the test is easy.” Dr. Jeff Spencer
Read More >
You need about 63-65 repetitions of use of a skill to build the neural pathway, so its use is comfortable, to put you on the path to mastery. But how? Where can you get your low stakes practice for your high stakes performance?
When someone asks you “How much?”, what’s the worst thing you can do?
Answer with a price.
The traditional wisdom is “He (or she) who names a price first loses.” The academics will advise you the opposite! They say seize the initiative and set the price range with an anchor!Read More >
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away.
Here’s how to flip the control dynamic on it’s head and enjoy the process.Read More >