How You Can Handle The #1 Most Common Lie in Negotiations

"Maybe" I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started treating every “maybe” as if it were a “no”.

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The #1 Negotiating Rule For Getting The Most Out Of The Holidays

    This rule will make this an even better holiday season for you and everyone your words touch.  

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Negotiating When They Are Not Talking

Sam Felder (not his real name) had barricaded himself in his home.  Suffering from hellacious migraines and post-traumatic stress, he told his wife he could not take it anymore.  Sam loaded his handgun and told her to leave.  She complied, ran to a neighbor’s house, and called the police.  Police attempted to negotiate with Sam for close to 10 hours.  It was the end of June and sweltering out....

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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 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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How to Turn Confrontation Into Partnership Like Taylor Swift

The most dangerous negotiation is the one you don’t know you’re in.   Last June, Taylor Swift wrote one of the most elegant confrontations in the history of individuals confronting multinational corporations. Ever.  I was so blown away I had to write about it back then. Since then, what did her deference, elegance, and empathy achieve in confronting Apple about their unfairness?

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The 3 Stealth Negotiation Weapons of “Bridge of Spies” James Donovan

James Donovan, played by Tom Hanks in Steven Spielberg’s “Bridge of Spies” goes to Berlin, Germany in 1961 to negotiate an exchange of “spies” between the US and the USSR.  He was more successful than anything I ever did as the FBI lead international kidnapping negotiator.  He was sent to bring home one American and came back with two, doubling the goal.  Never once did he consider the concept of...

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The #1 Way to Know If Their Price Is Soft

They’re selling. As soon as someone starts selling, you know their price is soft.

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The Power of the Label

At a conference last week I was extolling the value of the label among other active listening skills. The next morning a participant told me he had taken what I said to heart and decided to try it, via email, with an employee.

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4 Steps to Not Being Held Hostage by Your Cell Phone Company

Be empathic by showing gratitude and appreciation Make a focused comparison Ask a great “How?” question Use an effective pause

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