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?Read More >
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.Read More >
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!Read More >
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.Read More >
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.Read More >
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.Read More >
Can you apply this to your negotiations? Read More >