The Best “1-2 Punch” In Negotiations

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

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,...

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2 Key Ways To Make Your Counterpart The Problem Solver

We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning your counterpart into the solver of problems is essential to making this happen for 2 reasons. First, we know that human nature tells us people feel in control when they are doing the talking. Second, buy-in is paramount to great execution. As a...

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Protect Your Profit like Marcus Lemonis

Marcus Lemonis would have been a great hostage negotiator. “I understand you guys have rights and remedies under the agreement to pursue whatever it is and I respect that. We will accept whatever the consequences are.”

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How To Have More Joy This Holiday Season

What The Black Swan Group teaches is applicable to our daily lives, including family and friends this holiday season! Proactively tell people you care about what you’ve loved about them, even if it isn’t showing itself at the moment, and watch the great result. Here’s a great story that recently shared with me. I realized it was a great example of the results from proactively nurturing...

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Are You The Favorite or The Fool?

Two weeks ago I coached a client before an upcoming negotiation. His company had been engaged in a relationship with a prospect for over a year that was based on assumptions that were never tested. My client is a real estate developer. The prospect was a potential tenant. The potential tenant provided a Letter of Interest as well as personally expressing their interest in leasing from my client....

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How To Overcome The Objection Every Time

How do you overcome the objection every time? Live by 2 rules: Treat every stated objection as a counter-offer in disguise – an implied agreement. The stated objection isn’t the real problem. It’s blocking for an emotional one.

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3 Ways to Influence Behavior

How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in life. It's important to remember when trying to influence behavior is that human nature reaction is the beginning of decision making. Here are 3 ways you can use human nature to help influence behavior. 

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Bridging the Gap: Why Hostage Negotiation Is Successful In Business

Last week, I was presenting basic negotiations concepts to a group of CEOs and senior managers. About 45 minutes into our talk, one of the participants asked if I was going to draw a correlation or otherwise explain how hostage negotiations techniques apply to the business world. 

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VIDEO  - Why “Yes” Is Killing Your Deals

Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the night, you need to rethink your communications with them. Learn 3 ways to avoid this in your conversations.

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