Communication Techniques

Communication Skills: How To Get Buy-in Starting With “No”

Think of this as “You had me at ‘no’” meets “think like Elon Musk.”

Negotiation Tactics

The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation

What's the best way to handle being attacked in a negotiation? Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence...

How to Negotiate

How To Get An Edge When Buying A House

“The Chris Price” is how I got a 10% price reduction on shirts in an outlet mall after I was told there was no discount. It’s how I got a 20%...

How to Negotiate

3 Keys To Closing A Negotiation Brilliantly

The last impression is the lasting impression. We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense...

How to Negotiate

How to Get Secrets – A Black Belt Negotiation Skill

The key to any negotiation is getting the other side talking. That’s one of the purposes of small talk. To establish rapport. To get the conversation...

How to Negotiate

How To Recognize Weakness or Strength During Negotiations

Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often...

Preparing to Negotiate

The Top 2 Reasons To Not Go First In A Negotiation

Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.

How to Negotiate

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...

The #1 Sign Their Position is Weak And How to Handle It

One of my students at USC Marshall recently made this observation during a negotiation: “When he said that, I smelled blood in the water. I knew I...

How to Negotiate

The 1st Deadly Sin of Negotiation and How to Defeat It

The #1 Sin - The Lust for “Yes” Lust. One of the 7 deadly sins of life and the first Deadly Sin of Negotiation. It’s a powerful poison for a reason....

How to Negotiate

How to Get The Upper Hand In Any 'Take It Or Leave It' Offer

A “take it or leave it offer” signals a great deal of insecurity on the part of the other side. If they weren’t afraid to negotiate, they would....

How to Negotiate

How to Identify Leverage In A Negotiation

Last week, I answered questions via a Quora session. One of the great questions I was asked was: What ways do people signal weakness or strength...