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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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.

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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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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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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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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 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 >

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 >

How To Overcome The Objection Every Time

By Chris Voss | November 13, 2017

How do you overcome the objection every time? Live by 2 rules:

  1. Treat every stated objection as a counter-offer in disguise – an implied agreement.
  2. The stated objection isn’t the real problem. It’s blocking for an emotional one.
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