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How to Spot and Avoid False Agreements in Negotiation
I’ve sat across countless tables—boardroom, Zoom grid, even the occasional school cafeteria—where someone fires off a “Yes, let’s do it,” and yet, my...
The Critical Distinction Between Reacting and Responding
There is a significant and often overlooked difference between reacting and responding. Understanding this distinction—and intentionally improving in...
Why Would You Ever Pick Us?
I want to share something that's transformed my negotiations and will save you countless hours of wasted effort. It's a single question: "Why would...
Bridging the Gap: Using Tactical Empathy® to Neutralize Power in Negotiations
Power imbalances show up in almost every negotiation—but they don’t have to control the outcome. Whether you’re up against a dominant counterpart or...
The Power of Calibrated Questions™: Shaping Conversations with Precision
Most people think questions are just a way to get answers. But if that’s how you’re using them in your negotiations, you’re missing the point—and...
The Collaborative Edge: Turning Power Plays into Strategic Partnerships
Negotiations often spiral into power struggles—two sides locked in a contest for control. But the most effective negotiators don’t fight for...
Mastering Time Pressure: Staying Cool When the Clock Is Ticking
When you hear the phrase "the clock is ticking," what's your immediate reaction? For most people, it automatically creates pressure and triggers a...
Magic Phrase: Your offer is very generous... I'm sorry, I'm afraid I just can't do that
The Art of the Gentle No In my decades of experience negotiating high-stakes situations, I've learned that the most powerful moments often come not...
The Unseen Advantage: Mindset, Timing, and Tone in Everyday Negotiation
People think negotiation is about pushing hard, flexing status, or tossing around credentials like confetti. This story isn’t that. This is about...
From Rapport to Influence: Building Trust in Negotiations
When I think about effective negotiation, I often break it down into two critical phases: building rapport and establishing influence. But what...
Power Perceptions in Negotiations: Defuse, Balance, and Gain Trust
Power in negotiation isn’t about control. It’s about perception. And when you mishandle those perceptions, things go sideways—fast. Misread cues,...
How to Let Someone Down Without Destroying the Relationship
Letting someone down is one of the hardest conversations we face. Whether it’s in business, leadership, healthcare, or family life—most people dread...