Don’t Be So Sure: Why Your Assumptions Kill Deals

When was the last time being "sure" about someone's reaction actually helped you close a deal? The Problem: You're Negotiating With Ghosts The moment...

How to Negotiate

Why Tone Is the Secret Weapon of Negotiation

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...

How to Negotiate

How to Spot and Avoid False Agreements in Negotiation

I’ve sat across countless tables—boardroom, Zoom grid, even the occasional school cafeteria—where someone fires off a “Yes, let’s do it,” and yet, my...

The Critical Distinction Between Reacting and Responding

There is a significant and often overlooked difference between reacting and responding. Understanding this distinction—and intentionally improving in...

Why Would You Ever Pick Us?

I want to share something that's transformed my negotiations and will save you countless hours of wasted effort. It's a single question: "Why would...

How to Negotiate

Bridging the Gap: Using Tactical Empathy® to Neutralize Power in Negotiations

Power imbalances show up in almost every negotiation—but they don’t have to control the outcome. Whether you’re up against a dominant counterpart or...

Communication Techniques

The Power of Calibrated Questions™: Shaping Conversations with Precision

Most people think questions are just a way to get answers. But if that’s how you’re using them in your negotiations, you’re missing the point—and...

Tactical Empathy

The Collaborative Edge: Turning Power Plays into Strategic Partnerships

Negotiations often spiral into power struggles—two sides locked in a contest for control. But the most effective negotiators don’t fight for...

Mastering Time Pressure: Staying Cool When the Clock Is Ticking

When you hear the phrase "the clock is ticking," what's your immediate reaction? For most people, it automatically creates pressure and triggers a...

Magic Phrase: Your offer is very generous... I'm sorry, I'm afraid I just can't do that

The Art of the Gentle No In my decades of experience negotiating high-stakes situations, I've learned that the most powerful moments often come not...

Negotiation Training

The Unseen Advantage: Mindset, Timing, and Tone in Everyday Negotiation

People think negotiation is about pushing hard, flexing status, or tossing around credentials like confetti. This story isn’t that. This is about...

Improving Sales

From Rapport to Influence: Building Trust in Negotiations

When I think about effective negotiation, I often break it down into two critical phases: building rapport and establishing influence. But what...