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Communication Skills: Hang a Label™ on It
Labeling™ is a communication skill that enables us to identify the dynamics, emotions, and circumstances implied or verbalized by our counterpart.
Why It's Important To Embrace "No"
“I’m telling you now man, if y’all do anything foolish, these people are gonna get hurt,” Mike said after taking 12 people hostage during a botched...
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,...
Bargaining vs Negotiation: Do you really know the difference?
Two weeks ago, I attended the SaaStr 2017 conference in San Francisco. It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as...
Are You Underperforming As A Listener?
Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%. This overconfidence...
Negotiating When They Are Not Talking
Sam Felder (not his real name) had barricaded himself in his home. Suffering from hellacious migraines and post-traumatic stress, he told his wife he...
Establish Your Kill Line
A woman calls 911, hysterical. She tells the call taker that her boyfriend, a military vet, is despondent and threatening to commit suicide by way of...
He Issued A Demand or Deadline, Now What?
“We want four million dollars, forty 1,000-year-old ginseng roots, a 50-troop military helicopter, to take us to Thailand…and four bullet-proof...
Negotiation Training: Look What You Made Me Do
Jerry was a fifty-seven year-old male who doused himself with gasoline and was in possession of a handgun, threatening to commit suicide. This was...
Just Talk To Him
MOREPIES. It’s the acronym developed by the Crisis Negotiations Unit of the FBI in order to help negotiators remember the eight skills in the Active...
It's All Fun And Games, Until Someone Gets Hurt
In the late 1980’s, several deaths of mentally ill persons attributed to the Memphis Police Department (MPD) resulted in a change in tactics for how...
Hostage Or Non-Hostage? That is The Question
“Ma’am, here’s what we know so far. Suspect, John Doe of Any Address, is holding his estranged wife, Jane Doe against her will. Apparently, Doe is an...