The 5 Critical Moments in a Negotiator’s Journey to Excellence

Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you'll need to take along this path. 

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The Alternative to "Tell Me More"

My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”.  This article is meant to give some insight on how to change your approach and make your communication efforts more influential.  You can also find out more about the ideas I am going to share here, in Chris’s book “Never Split the Difference” Chapter 7.

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A Black Belt Negotiation Tip: How To Reach Into Their Mind and Begin To Tip The Scales

This particular article is for you if: You want every edge and you want to protect your good working relationships You can wrap your mind around the idea that deference is not submission You want to become a truly dangerous negotiator

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3 Ways To Find The Space Between "Yes" & "No"

In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?” with this answer: “Simply saying “yes” or “I accept” to an offer.

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The Problem with "Tell Me More"

Whether or not you realize it we have all used “tell me more” when questioning someone about a topic we want to know more about. More often than not our intentions are inquisitive and open-ended but we forget that the simplest definition of an open-ended question is one that cannot be answered with a “yes” or “no”. Unfortunately at times our desire to know more gets in the way of the mission to...

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3 Simple Yet Dangerously Effective Tips to Gain The Edge in Negotiations

“The most dangerous negotiation is the one you don’t know you’re in.”   What does that mean and how can I use it? It means the truly dangerous negotiator starts by grabbing every edge he/she can get.

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Top 2 Things Negotiators Do That Limit Their Deals

Many times in life we are our own worst enemy, critic or obstacle.  The same reins true in negotiation.  Sometimes we start to compromise before providing the other party a chance to negotiate amongst themselves, or even more dangerous, we have a false perception of leverage which really did not exist.

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3 Insider Keys to "How to Spot A Liar"

I taped a video for Business Insider entitled “How To Spot A Liar”.  Here are some insider keys to getting more out of this video.

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The Most Important Phrase To Master For Tough Negotiations

Master this way to say "no" that doesn't kill your deals and instead leads to success.   

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Better Than Why - "What Makes You Ask?"

People will always ask you questions in a negotiation. When it is important to find out the reasoning for their question asking "Why" or flat out answering is not the best solution. Use "What makes you ask?" instead. 

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