Tactical Empathy

Timing Your Calibrated Question™: How to Use “How Am I Supposed to Do That?” Effectively

"How am I supposed to do that?"—it's one of the most powerful phrases in negotiation, but most people fumble the timing. This Calibrated Question™,...

Tactical Empathy

Why Accusation Audits® are not confessions

Let’s dive into something I get asked a lot: what exactly are Accusation Audits®, and why aren’t they confessions? I know, the term sounds a little...

Tactical Empathy

How To Instantly Create Collaboration to Get What You Want

The Black Swan Group has created a list of 10 Magic Wand phrases to instantly transform any negotiation. I will be revealing each of these in a...

Collaborative Negotiation

3 Steps for Developing a Collaborative Mindset

In far too many negotiations, both sides consider each other adversaries: I want to get what I want to get, and they want to get what they want to...

Collaborative Negotiation

4 Steps to Prepare for a Collaborative Negotiation

The key to any negotiation success lies in the preparation you put in ahead of time and the mindset you bring to the table. No matter who your...