4 Hostage Negotiation Skills to Help You Renegotiate Your Cable Bill

I received this from Ryan, one of the MBA students in the negotiation course we teach at Georgetown University’s McDonough School of Business (MSB). Ryan is a young “high potential”, like most all of the people who are at MSB in the MBA program. Sharp, hard-working, smart. A young rising star executive. He applied some of the hostage negotiation skills we teach in the class to a typical life...

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Five Negotiation Tips For Crisis Negotiators

1. Stick to your training

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The #1 Way to Deal with a Negotiator Who Lies

Focus on implementation.

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3 Ways to Negotiate Like a Black Swan

Traditionally speaking negotiation is seen as a focused comparison of ideas/results, which in my eyes is a sophisticated way of saying an argument over issues. One of the first orders of business for us as consultants is to get clients out of this approach. More often than not a negotiation begins with one side stating what their issues are and what they want. Next the other side does the same...

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An FBI Hostage Negotiator Gives You 3 Rules For Negotiating With Credit Card Companies

I needed to call one of my credit card company’s customer service personnel to get a late charge (and interest penalties) waived. The charges were legitimate and completely due to an oversight on my part. Two days earlier I had paid the account balance in full. As the FBI’s former lead international kidnapping negotiator, I teach a business negotiation course at Georgetown University’s McDonough...

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2 Ways to Make Sure a “Yes” is a “Yes”

  #1 – The Rule of 3 #2 – Follow-up with “What? & “How?” to insure it’s real. If you are involved in business you will have most certainly experienced a situation where there was an effort made to come to an agreement with another party. Unfortunately, there is also a good chance that you have gotten a “yes” from one or more counterparts and later found out it was a “no”.

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3 EQ (Emotional Intelligence) Rules for Delivering Bad News Successfully!

Rule #1: Use the “Late-night FM DJ voice to deliver bad news. Rule #2: Give them fair warning (disarming empathy) and then deliver the bad news. Rule #3: Exit gracefully!

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Implementation—A “Yes” Without a “How” Can Be Dangerous

To me, one of the more important things in life is sleep. For me, it ranks up there with some of life’s greatest pleasures, so I go to the sleep bank frequently to make withdrawals. This was the case a few weeks ago when a phone call raised me out of the delicate embrace of the REM stage. It was my eldest daughter.

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Quick Tips

Leverage is in the eye of the beholder No matter what happens; your counterpart can never make you say “yes” Empathy is a required precursor to Assertiveness

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Quick tips

Here are the Black Swan quick negotiation tips for December:

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