Why Bargaining Isn't Getting You What You Want

By Brandon Voss | August 13, 2018

Whether you are working out a high-stakes business deal, negotiating with a vendor, or simply discussing with coworkers what to order for lunch, bargaining isn’t likely to get you what you want. Here’s why seasoned negotiators don’t bargain—and why you shouldn’t either if you want to get ahead.

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5 Negotiation Techniques That Work

By Derek Gaunt | August 06, 2018

Our work and personal lives are filled with negotiations. Some are small negotiations, such as what movie to watch or who should be responsible for washing the dishes. Other negotiations are high-stakes, like major business deals or funding procurement. While losing your movie choice isn’t likely to have a lasting impact, negotiating key business deals can directly affect your organizational viability, growth potential, and job security. Believe it or not, both types of negotiations involve the same basic skills. Practicing those skills is the key to becoming more effective when it matters most. No matter what type of negotiation you’re facing, these five tried and true techniques will improve your likelihood of success.

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Fine-Tune Your Business Negotiation Skills in 6 Steps

By Chris Voss | July 31, 2018

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.

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Negotiation Skills Training: The Key to Disarming The Attack

By Brandon Voss | July 23, 2018

When you go into a negotiation that has a high probability of being combative, these are the strategies for overcoming those points of contention. In fact, most of the approach stems from ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure the other side won’t have to experience the irritation ever again. Read below for more details on this negotiation skills training.  

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How to Gain Leverage During a Negotiation

By Derek Gaunt | July 17, 2018

In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.

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The Dos and Don'ts of Negotiating with Vendors

By Brandon Voss | July 09, 2018

Okay, so you’ve reached out to a vendor, communicated what you’re looking for, and requested a service-level agreement (SLA), timeline, and price quote. In an ideal world, the proposal you receive would match your desired budget, goals, and expectations. But that’s often not the case.

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5 Crucial Tips For Getting Past The Gatekeeper

By Derek Gaunt | July 02, 2018

Getting past the gatekeeper, the screener, the blocker or whatever term you give them has been a challenge...forever. Their job is to insulate and vet for the decision-maker. In hostage-takings involving multiple actors, it is not uncommon for the negotiator to be speaking with someone other than the guy in charge. Whether it’s a hostage or another bad guy, someone within the crisis site will be assigned to talk, similar to the gatekeepers in the business world. Whether it’s an assistant, a real estate agent, buyer or purchaser, often you will have to talk to people who do not carry the authority to make the decision to which you want a response before you get to the person who makes the final decisions. How do you get past them? Keeping in mind these considerations will help.

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3 Ways to Negotiate Like a Black Swan

By Brandon Voss | June 25, 2018

One definition of negotiation that can be found in a dictionary is "a focused comparison of ideas/results," which to me is a sophisticated way of saying an argument over issues.

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How To Easily Improve Your Negotiation Skills Every Day

By Chris Voss | June 18, 2018


“Do the homework, and the test is easy.” Dr. Jeff Spencer


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?

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Labeling...It's Not Just For Emotions Anymore

By Derek Gaunt | June 11, 2018

Emotion labeling was developed as a part of the Active Listening Skillset in the area of psychotherapy in the 1950’s. It is defined as the tentative attachment of an observation to the emotions implied by a person’s words, actions, or demeanor. Adopted for use in law enforcement in the mid-1980s, it is one of the most powerful tools in a hostage negotiators toolbox. 

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