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It's All Fun And Games, Until Someone Gets Hurt
In the late 1980’s, several deaths of mentally ill persons attributed to the Memphis Police Department (MPD) resulted in a change in tactics for how...
Is Logic Real?
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...
2 Steps to Sun Tzu Your Salary Negotiations
Sun Tzu's The Art of War presents two principles that I teach my students and clients to use in salary negotiations. “Attack where he is unprepared.”...
Hostage Or Non-Hostage? That is The Question
“Ma’am, here’s what we know so far. Suspect, John Doe of Any Address, is holding his estranged wife, Jane Doe against her will. Apparently, Doe is an...
The Sexiest Thing About Listening
It’s how you get what you want. In hostage negotiation we always had a saying “What’s it going to take to get the hostage taker to come out? He’ll...
Negotiating with Empathy: Not a State of Mind, It is an Action
Empathy is commonly defined as being very close to sympathy in many cases. Merriam-Webster defines empathy as the feeling that you understand and...
How to Crush Your Salary Negotiation
“How can I be guaranteed to be involved in projects critical to the company’s future?” Ask this in every job and salary negotiation. Every time....
Getting You From Rapport To Influence
We have written about the importance of active listening to demonstrate empathy in order to establish a bond or rapport with the other side of a...
4 Steps to Consistent Negotiation Success
Voice Persistence Playfulness Practice
When It Goes Bad, It Goes Bad Quickly (Part 2)
Let’s imagine for a moment that your team does not deploy negotiators on high-risk warrant service as was advocated in Part 1 of this series and the...
How to Deal with a Negotiator Who Lies
Ever wonder what's the best way to deal with a negotiator who lies? Focus on implementation. It’s actually pretty much that simple. It is one of the...
3 Ways to Negotiate Like a Pro
Traditionally speaking negotiation is seen as a focused comparison of ideas/results, which in my eyes is a sophisticated way of saying an argument...