Preparing to Negotiate

The Seduction of “You’re Right” in Negotiations

We probably love hearing “you’re right” more than we love hearing “yes” and “yes” has been described as the most beautiful word in any language. Yet...

How to Negotiate

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

Salary Negotiation

The Top 4 Tips for Negotiating a Better Salary

Every MBA class I lecture to, I tell them my first objective is to single-handedly raise the ranking of their school. One of the critical factors in...

Negotiation Mistakes

The 3 Most Common Negotiation Mistakes

You don’t let “moments” happen You negotiate against yourself You don’t play “the short game” #1 – You don’t let “moments” happen

How to Negotiate

4 Hostage Negotiation Steps for “Hacking” Confrontation

Negotiation impasses and negotiation confrontations are very similar. In both instances, you need to create “space” to expand the negotiation to see...

How to Negotiate

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)....

An FBI Hostage Negotiator Teaches You the “F” Word in Negotiations

Bang. That’s it. When the “F” bomb – “fair” – gets thrown in a negotiation things have just gotten emotional. “Wait...haven’t they always been...

Women Specific Negotiation Skills

Are Women Naturally Better Negotiators Than Men? – Part II

“I always thought women made better negotiators than men.” This was Tom Strentz’s response when I shared with him my experience teaching my class in...

Women Specific Negotiation Skills

Are Women Naturally Better Negotiators Than Men?

I teach a negotiation course at Georgetown University’s McDonough School of Business in the M.B.A. program. If you’re in my course then you’re...

The Market Price (Part 2 of 2)

We left off last month at the FBI’s Critical Incident Negotiation Team (CINT) In-Service training and learning the sobering truth that kidnapping is...

The Market Price (Part 1 of 2)

If I were to ask, “What is the difference between hostage negotiation and business negotiation?” – what would you say? How would you answer? I know...

What do Great Rainmakers Have in Common With Great Hostage Negotiators?

Intuition. Yet, is intuition something magical, that you’re born with? Can you grow it? Is it nature or nurture?