The Simple Negotiation Exercise You Can Try Today

By Chris Voss | October 07, 2019

The most dangerous negotiation is the one you don’t know you’re in.

Luckily, there’s an easy way to become aware of this: If the words I want or I need are about to come out of your mouth, then you’re about to enter into a negotiation.

Next time this is happening to you, try this little exercise that works like a charm every time. It’s easy peasy, and it’s great practice for the cold read and a quick accusations audit.

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How to Get a Refund with a Simple Email Mirror

By Chris Voss | June 10, 2019

The first two keys to effective emails are simple:

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Leadership Intelligence: How Ego and Authority Impact Your Potential

By Derek Gaunt | May 27, 2019

In the world of hostage negotiation, it’s critical to be cognizant of the action imperative—pressure from our superiors to resolve an issue and get results quickly.

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Sales Email Magic: The Guaranteed Way to Get a Response

By Brandon Voss | May 06, 2019

If you’ve never had someone go dark on you over email, don’t bother reading this blog article.

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How to Tell If Someone Is Bluffing

By Chris Voss | April 22, 2019

How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we find out?

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Why You Should Attend a Negotiation Seminar

By Derek Gaunt | April 15, 2019

Are you satisfied with where you are right now? Are you confident that you’re not leaving money on the table? Are you certain that you’re not damaging long-term relationships?

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The 3 Laws of Leverage

By Chris Voss | April 08, 2019

There are generally three ways to think about leverage in negotiations:

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How to Deal with a Liar During Negotiations

By Chris Voss | March 04, 2019

Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In reality, yes means nothing. How is everything.

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Communication at Work: Are You Being Too Nice at the Negotiation Table?

By Brandon Voss | February 18, 2019

When we’re faced with a difficult negotiation, many of us make the mistake of thinking that niceness will help us get what we want. To make ourselves seem more agreeable, we switch into an overly energized tone and take every opportunity to smile or nod enthusiastically—sometimes without knowing we’re doing it.

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Active Listening: What It Is and Why It Matters in Negotiating

By Brandon Voss | February 04, 2019

The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that we use to show someone that we’re paying attention to what they’re saying. Other times, it’s used to refer to minimal encouragers—short verbal expressions like “uh-huh” and “hmm” that we interject to demonstrate our engagement. Although both examples are powerful communication techniques, they don’t fully encompass or explain what makes this approach active.

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