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3 Ways to Negotiate Like a Black Swan
One definition of negotiation that can be found in a dictionary is "a focused comparison of ideas/results," which to me is a sophisticated way of...
4 Things to Expect in A Negotiation
If you knew what the people on the opposite side of the table thought you’d surely get everything you wanted. Unfortunately, you don’t have a crystal...
How to Answer All Their Questions
Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information...
2 Key Ways To Make Your Counterpart The Problem Solver
We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning...
3 Ways to Influence Behavior
How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in...
How To Continue to Maintain and Build Your Negotiation Competency
The standard answer is practice, practice, practice. Repetition; however, is the mother of skill, but what you are practicing is just as important....
3 Ways To Uncover Black Swans That Will Boost Your Deals
However you get into an interaction, whether you have had ample time to prepare or you have been thrown into the fires of Mount Doom, it is always...
3 Negotiation Mistakes That Are Hurting Your Deals
People always want to increase their odds of success. It's simply human nature to want to do everything you can to avoid failure. Here are 3 common...
3 Ways To Create Space For Yourself In A Negotiation
It is always nice to have breathing room in a negotiation. Not monetary breathing room, breathing room in the conversation. What we refer to as...
How To Disarm the Attack
There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type...
Why Assumptions Should Be A Hypothesis
One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how...
The Alternative to 'Tell Me More'
My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”. This article is meant to give...