How To Unlock The Floodgates of Truth Talk

With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that are meant to be answered with a “yes.” Your best tools are statements based on observations. Labels and cold reads. They extend thought processes, helping people open up the flow of what they are thinking and causing them to say it out loud. Is it crazy to think this would work for you and your...

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3 Negotiation Mistakes That Are Hurting Your Deals

People always want to increase their odds of success. It's simply human nature to want to do everything you can to avoid failure. Here are 3 common communication mistakes that are hurting your deals. 

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How To Get Buy-in Starting With “No”

        Think of this as “You had me at ‘no’” meets “think like Elon Musk.”  “Do you want the FBI to be embarrassed?” –effective pause – “What do you want me to do?” The above example is from our book “Never Split The Difference” where an FBI hostage negotiator – Marti Evelsizer – was negotiating with her (jealous) boss. He wanted to remove her from her position as head of the Pittsburgh FBI...

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3 Ways To Create Space For Yourself In A Negotiation

It is always nice to have breathing room in a negotiation. Not monetary breathing room, breathing room in the conversation. What we refer to as breathing room is this moment or space in time, during the interaction, where you can collect your thoughts and refocus your attention.

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The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation

What's the best way to handle being attacked in a negotiation? Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence on steroids. We call it Tactical Empathy. And it’s the stealth weapon of effective negotiation. It’s counter-intuitive. It takes guts. It takes grit. And it works.

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How to Use a Cold Read and Accusation Audit to Achieve Success

In September 2016, I attended a meeting where I was the lone hostage negotiator in a room full of SWAT guys. The meeting is held quarterly for SWAT guys by SWAT guys. I was an interloper in hostile territory. The purpose for my attendance was to request a piece of their pie. The SWAT group had a training operations cache of about $78,000.00. Since they had spent none of the money on several...

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How To Use Silence To Your Advantage

 One of my business school students recently sent me an email which said: “One thing you’ve emphasized in class is using a skill and then shutting up. I was actually kind of amazed at how well not talking works.”

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How To Get An Edge When Buying A House

“The Chris Price” is how I got a 10% price reduction on shirts in an outlet mall after I was told there was no discount. It’s how I got a 20% discount on a cummerbund (I know it’s embarrassing that I even had to buy one) at a Joseph A. Banks after I was told there was no discount. It’s how a high school buddy of mine (Brock Alter) got a huge discount at Macy’s (about 75%), and it’s how Eduardo (a...

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4 Types of Difficult People and How To Win Them Over

How you handle difficult conversations or manipulative tactics can be a deal maker or deal breaker.  You will face demanding, unclear, frustrating, and manipulative personalities at some point during your negotiations endeavors. You most likely have already.  These 4 specific tactics are used to intimidate you and derail the discussion. A good negotiator is prepared to navigate these personality...

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3 Keys To Closing A Negotiation Brilliantly

The last impression is the lasting impression. We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense moment and… how things end. Broadway has known about this forever – “Give ‘em a big finish & they’ll forgive you for anything” goes the adage. “What about the 1st impression”? You might wonder. I remember my mom drilling into my head “If you don’t...

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