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The Edge Newsletter

How to Use Labels™ to Neutralize Negative Emotions in a Negotiation
Negotiation Tactics

How to Use Labels™ to Neutralize Negative Emotions in a Negotiation

Humans are wired to think negatively.  According to a 2012 study conducted by the National Science Foundation, as much as 80 percent of our thoughts...

Dealing with an Over-Inflated Ego
Negotiation Tactics

Dealing with an Over-Inflated Ego

For the most part, people don’t understand egos. When our counterpart has an ego, we don’t like it. We call folks with over-inflated egos...

10 Rules You Need to Break Right Now
Negotiation Tactics

10 Rules You Need to Break Right Now

1. Ask good questions – False You need to gather information–yet people hate being interrogated. Questions create friction, diminish rapport, and...

3 Ways Tone Can Make or Break a Deal
Communication Techniques

3 Ways Tone Can Make or Break a Deal

Your tone of voice is the first thing people notice about you. Tone is more than just volume—it’s a balance of your pitch, pace, timbre, intonation,...

Women and Tone
Negotiation Training

Women and Tone

In the workplace, a woman’s tone of voice has a profound impact on how she’s perceived. If a woman should ever be wrongly thought of as whiny or...

Mastering Tone in Negotiations & Why It Matters
Communication Techniques

Mastering Tone in Negotiations & Why It Matters

Everyone’s heard the famous adage: It’s not what you say, but how you say it.

Navigating Friendships Using Tactical Empathy
Communication Techniques

Navigating Friendships Using Tactical Empathy

A friend hasn’t reached out to you in a while. 

3 Signs It’s Time to Cut Your Losses and Move on to the Next Deal
Negotiation Tactics

3 Signs It’s Time to Cut Your Losses and Move on to the Next Deal

According to Black Swan CEO and founder Chris Voss, it’s not a sin to not get a deal. However, it is a sin to take a long time to not get a deal.

4 Negotiation Techniques Every Attorney Should Use
Negotiation Training

4 Negotiation Techniques Every Attorney Should Use

Author Raheel Farooq famously said: “Arguing with a lawyer is not the hardest thing in the world; not arguing is.”   Everyone wants to make their...

Using the Quick 2+1™ in Your Personal Life
Communication Techniques

Using the Quick 2+1™ in Your Personal Life

When you’re in a conversation and someone wants or needs something, you’re in the middle of a negotiation—even when you’re talking to a family member...

7 Ways to Navigate Complex Contract Negotiations
Negotiation Training

7 Ways to Navigate Complex Contract Negotiations

Deals are rarely easy in real estate. In most cases, it’s only a matter of time before complex contract negotiations begin.  Next time you find...

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

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