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Establish Your Kill Line
A woman calls 911, hysterical. She tells the call taker that her boyfriend, a military vet, is despondent and threatening to commit suicide by way of...
Announcing Never Split the Difference & How You Can Help
As you know, if you are receiving our newsletter, May 17th is the publication date for “Never Split The Difference - Negotiating As If Your Life...
The Top Negotiation Tip From the #1 Trial Attorney in LA
“Is it better to be liked or respected at work?” This was the question posed in an article aimed at women I came across last November. This is...
Unsophisticated Negotiation: Taking the Hard Line
A common misconception about negotiation is that the best course of action is to take a hard line with someone. Use logic to express that what you...
The Top Preparation Habit of Highly Successful Negotiators
I was rehearsing an anticipated negotiation in my head. This interaction would be with someone I’ve let get under my skin. This bothers me in a...
He Issued A Demand or Deadline, Now What?
“We want four million dollars, forty 1,000-year-old ginseng roots, a 50-troop military helicopter, to take us to Thailand…and four bullet-proof...
3 Ways to Train Yourself to be the Best Negotiator
If you have a competitive side you understand what it means to work at constantly improving. The best business people are always striving to be...
The Key to Dealing with A Negotiator Who Lies
The most common lie in a negotiation? “Yes”. As in “Yes, we’ll do it” or “Yes, that’s true” or “Yes, I’m interested”.
The Insider's Secret to Relationship Success is the Best Negotiation Advice
Matt Jacobson, Facebook’s head of market development, recently gave a piece of advice for relationship success that likewise is fundamental to the...
Negotiation Training: Look What You Made Me Do
Jerry was a fifty-seven year-old male who doused himself with gasoline and was in possession of a handgun, threatening to commit suicide. This was...
Negotiation Structure Dictates Negotiated Outcomes
There is a general principle that structure dictates outcomes. This is seemingly a very simple idea. While clichés like this one can be very helpful,...
Just Talk To Him
MOREPIES. It’s the acronym developed by the Crisis Negotiations Unit of the FBI in order to help negotiators remember the eight skills in the Active...