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How to Gain Leverage During a Negotiation
In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.
The Dos and Don'ts of Negotiating with Vendors
Okay, so you’ve reached out to a vendor, communicated what you’re looking for, and requested a service-level agreement (SLA), timeline, and price...
5 Crucial Tips For Getting Past The Gatekeeper
Getting past the gatekeeper, the screener, the blocker or whatever term you give them has been a challenge...forever. Their job is to insulate and...
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...
How To Easily Improve Your Negotiation Skills Every Day
“Do the homework, and the test is easy.” Dr. Jeff Spencer You need about 63-65 repetitions of use of a skill to build the neural pathway, so its use...
Labeling...It's Not Just For Emotions Anymore
Emotion labeling was developed as a part of the Active Listening Skillset in the area of psychotherapy in the 1950’s. It is defined as the tentative...
The #1 Way to Perfect This Key Skill
This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have...
The 3 Best Tactics To Not Name Price First
When someone asks you “How much?”, what’s the worst thing you can do? Answer with a price. The traditional wisdom is “He (or she) who names a price...
Why Are We Still Talking About This?
Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week...
How to Gain Control in a Negotiation in 4 Steps
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to...
How Your Perception Is Hurting Your Deals
Before you go into any negotiation you probably address some form of the below: Time spent planning Purpose of interaction How do we move the...
The #1 Negotiation Strategy For Everyone (Backed By Science)
The Accusations Audit. (And the crazy thing is women are killing it with this!) Across the board, our clients are hitting the biggest home-runs by...