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Why Your Logic Isn't Important In Negotiation
We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious...
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...
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 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 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....
What Makes You Think Your "Yes" Is Real?
Yes is a very tricky concept, especially when put it into the negotiation context. First of all, there are 3 types of “yes” – Confirmation,...
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...
Are You Underperforming As A Listener?
Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%. This overconfidence...
The 5 Critical Moments in a Negotiator’s Journey to Excellence
Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you'll...
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...
Negotiating When They Are Not Talking
Sam Felder (not his real name) had barricaded himself in his home. Suffering from hellacious migraines and post-traumatic stress, he told his wife he...
3 Ways To Find The Space Between "Yes" & "No"
In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?”...