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How To Unlock The Floodgates of Truth Talk
How do you unlock the floodgates of truth talk? With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that...
Communication at Work: How to Negotiate A Higher Salary
What happens when you trigger “That’s right” several times in a salary negotiation? How about getting a salary offer 41% higher than you expected?...
Communication Skills: How To Get Buy-in Starting With “No”
Think of this as “You had me at ‘no’” meets “think like Elon Musk.”
The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation
What's the best way to handle being attacked in a negotiation? Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence...
How To Get An Edge When Buying A House
“The Chris Price” is how I got a 10% price reduction on shirts in an outlet mall after I was told there was no discount. It’s how I got a 20%...
3 Keys To Closing A Negotiation Brilliantly
The last impression is the lasting impression. We don’t remember things the way they happened. I’m sorry, but we don’t. We remember the most intense...
How to Get Secrets – A Black Belt Negotiation Skill
The key to any negotiation is getting the other side talking. That’s one of the purposes of small talk. To establish rapport. To get the conversation...
How To Recognize Weakness or Strength During Negotiations
Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often...
The Top 2 Reasons To Not Go First In A Negotiation
Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.
How You Can Handle The #1 Most Common Lie in Negotiations
"Maybe" I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started...
The #1 Sign Their Position is Weak And How to Handle It
One of my students at USC Marshall recently made this observation during a negotiation: “When he said that, I smelled blood in the water. I knew I...
The 1st Deadly Sin of Negotiation and How to Defeat It
The #1 Sin - The Lust for “Yes” Lust. One of the 7 deadly sins of life and the first Deadly Sin of Negotiation. It’s a powerful poison for a reason....