Negotiation Training: How To Make A Counter-Proposal?

By Brandon Voss | May 28, 2018

When responding to any counter-proposal, you need to make sure you don’t let yourself get sucked into the sequential move game. In a sequential move game with “evenly” matched players, as a second mover, you can only tie or lose. Are you interested in a more complicated game of tick tack toe? 

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Communication Skills: Did You Know There Are 5 Levels of Listening?

By Derek Gaunt | May 14, 2018

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 impedes their success as it prevents them from truly understanding the motivation of the other side. Nothing puts a relationship in jeopardy faster than poor listening. Husband, wife, son, daughter, boss or subordinate, people do not take long to estimate your commitment to listening, especially when 93% of communication is wrapped up in physical syntax and delivery. Given this percentage, it is not easy to convince someone else that you are listening if in fact you are not. So why do most underperform? Because most don't have the communication skills to recognize that there are five levels to listening.

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The #1 Way to Perfect This Key Skill

By Chris Voss | May 07, 2018

This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have you got a few minutes to talk?”

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The 3 Best Tactics To Not Name Price First

By Chris Voss | April 16, 2018

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!

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Why Are We Still Talking About This?

By Derek Gaunt | April 09, 2018

 

Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week goes by without a new offering espousing the importance of Emotional Intelligence (EQ) and interpersonal communication for business leaders. 

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How to Gain Control in a Negotiation in 4 Steps

By Chris Voss | April 02, 2018

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. 

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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 >
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