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Seducing The Long Term Relationship Into Success
The Gallup Organization tells us we don’t remember things the way they happen, we remember how it ends and the most intense moment. Our brothers and...
2 Smart Tactics to Get You What You Want In A Negotiation
Nearly everyone shows up for a negotiation burning to have his or her say. You’ve thought about what you want and how you want to get it. You’ve...
4 Rock Star Secrets to Prepare to Crush the Killer Deal
The Black Swan Group law of success:
The Top Jedi Countermove to Test if Someone is Bluffing
We all have experienced the challenge of trying to figure out if our counterpart is serious, or is just taking a position to try to maneuver us. Do...
Negotiation as Inception
Remember the movie Inception? Leonard DiCaprio plays Dom Cobb, a master thief who is tasked with planting an idea in CEO Robert Fischer’s mind. Cobb...
How to Deal with the World’s Toughest Negotiators
Kidnappers are the world’s toughest negotiators. From our perspective, kidnapping is a horrifying event but to a kidnapper, it is simply a...
The Seduction of “You’re Right” in Negotiations
We probably love hearing “you’re right” more than we love hearing “yes” and “yes” has been described as the most beautiful word in any language. Yet...
4 Steps to Not Being Held Hostage by Your Cell Phone Company
Be empathic by showing gratitude and appreciation Make a focused comparison Ask a great “How?” question Use an effective pause
The Top 4 Tips for Negotiating a Better Salary
Every MBA class I lecture to, I tell them my first objective is to single-handedly raise the ranking of their school. One of the critical factors in...
The 3 Most Common Negotiation Mistakes
You don’t let “moments” happen You negotiate against yourself You don’t play “the short game” #1 – You don’t let “moments” happen
4 Hostage Negotiation Steps for “Hacking” Confrontation
Negotiation impasses and negotiation confrontations are very similar. In both instances, you need to create “space” to expand the negotiation to see...
4 Hostage Negotiation Skills to Help You Renegotiate Your Cable Bill
I received this from Ryan, one of the MBA students in the negotiation course we teach at Georgetown University’s McDonough School of Business (MSB)....