How Your Perception Is Hurting Your Deals

By Brandon Voss | March 26, 2018

Before you go into any negotiation you probably address some form of the below:

  • Time spent planning
  • Purpose of interaction
  • How do we move the negotiations forward?

 

Now ask yourself, how much of that is self-centered?

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The #1 Negotiation Strategy For Everyone (Backed By Science)

By Chris Voss | March 19, 2018

The Accusations Audit. (And the crazy thing is women are killing it with this!) 

Across the board, our clients are hitting the biggest home-runs by leading with this strategy. From divorce negotiations, to astounding deals with insurance companies that even ambulance chasers wouldn’t take, to multi-million-dollar government contracts.

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Man or Woman...Who Is Your Primary?

By Derek Gaunt | March 12, 2018
As I reflected on my time as commander of my former agency’s Hostage Negotiations Team, I realized that eight of the 15 negotiators was a woman. It was not necessarily by design. It was just the way it shook out. They competed for the spots and outperformed other candidates; male and female. Read More >

How To Negotiate When You Have No Leverage

By Chris Voss | March 05, 2018
If they’re talking to you, you have leverage. Who has the leverage in a kidnapping? As crazy as it sounds, it’s the people negotiating on behalf of the victim. After all, where else are the kidnappers going to go to get a ransom.

Can you apply this to your negotiations? Read More >

4 Things to Expect in A Negotiation

By Brandon Voss | February 26, 2018

If you knew what the people on the opposite side of the table thought you’d surely get everything you wanted. Unfortunately, you don’t have a crystal ball or a time machine and haven’t fully developed your psychic abilities just yet. Hence the reason for a communication process and varying amounts of preparation based on circumstance and of course time.

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How To Effectively Negotiate A Raise

By Chris Voss | February 19, 2018
Bosses reward people they trust and who are effective. And when in doubt? They lean towards those they trust. Here’s how to achieve both. Read More >

Negotiating Within The Negotiations

By Derek Gaunt | February 12, 2018

The Incident Commander (IC) is brand new. He has spent the last three years as a sergeant in the Property and Evidence section. He was promoted to sergeant four years prior and spent one year running a squad before being transferred to Property and Evidence. Two months ago he competed for and was ultimately promoted to lieutenant.

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How to  Answer All Their Questions

By Brandon Voss | February 05, 2018

Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information gathering endeavor, you need to be prepared to make sure you take every opportunity to make yourself smarter. Sometimes these moments are when questions are asked of you. They are trying to piece together the puzzle for themselves which is why they would ask the question in the first place. In these moments they are focused on something about you that directly relates to value-driven directives for them. No person will ever be able to articulate their entire thought pattern that caused them to arrive at a particular inquiry. Which means chances are what they asked you has holes in it. Where have you left yourself and your counterpart by answering?

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The Best “1-2 Punch” In Negotiations

By Chris Voss | January 29, 2018

Even I had forgotten how effective this is.

The “late-night FM DJ” voice combined with “How am I supposed to accept that?”

I was just getting in some practice and was shocked when I got my way. I knew I had violated their “rules” and was technically asking for a refund after the deadline had expired.

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Using The Power of Silence To Get More

By Derek Gaunt | January 22, 2018

Falling silent, also known as the effective pause, is a powerful tool to use during interpersonal communication. It is a skill in which you intentionally create a void in the dialogue, before or after saying something meaningful, to entice the other side to continue talking and perhaps expound on a point they were trying to make. It is arguably the most underutilized listening skill. Sometimes, even though it is in our best interest, we find it difficult just to shut up.

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