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Contract Negotiation Under Pressure: Why People Choose Worse Deals
I have watched smart people agree to bad deals for reasons that had very little to do with the deal itself. They were not stupid. They were afraid.
Tactical Empathy® in Leadership: Lessons from Hostage Negotiators
At first glance, it may seem unusual that former hostage negotiators are teaching leadership strategies to the business world. Yet the correlation...
Self-Labels That Stop Reactive Mistakes
When someone says something offensive, careless, or just wrong, wisdom usually doesn’t show up first. Something else does.
Tone of Voice in Negotiation: Which to Use and When
Most people expect negotiations to be difficult and attacking. They put their boxing gloves on to gear up for a fight. But here's what immediately...
Conflict Resolution Skills Don’t Matter When People Don’t Feel Understood
How often do you find yourself in an interaction when the other side is far too emotional to reason with? How often does your counterpart just talk...
How to Stop Negotiating on Price: What to Do Instead
When people hear the word “value,” most immediately think of price. I get it—money is concrete. It’s measurable. It shows up on the offer sheet. But...
What Made Them Say That? Deals Die When Curiosity Leaves
Deals usually die before anyone says “No.” They die when the counterpart stops feeling understood and starts protecting themselves. The fix is...
How to Build Rapport in Cross-Cultural Negotiations
In today’s international business environment, you may speak several languages or work with people from different countries. Whenever people want or...
How to Negotiate Salary Offers: What to Say and Avoid
“Thank you very much for participating in the interview process…”
How to Build Rapport With Your Boss: Managing Up
Why does managing up start with your boss's world, not your case? When I hear “managing up,” my first instinct isn’t to stack arguments, polish a...
Negotiation Strategies Harvey Specter Gets Wrong
The problem is not Harvey Specter. The problem is copying what looks effective on screen and expecting it to work in real negotiations. There is a...
From Trust to Influence: The Negotiation Skill Most People Skip
When I think about effective negotiation, I often break it down into two critical phases: building rapport and establishing influence. But what...