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Getting You From Rapport To Influence
We have written about the importance of active listening to demonstrate empathy in order to establish a bond or rapport with the other side of a...
When It Goes Bad, It Goes Bad Quickly (Part 2)
Let’s imagine for a moment that your team does not deploy negotiators on high-risk warrant service as was advocated in Part 1 of this series and the...
When It Goes Bad, It Goes Bad Quickly (Part 1)
Sunrise is about an hour away. SWAT has silently contained the target location. Their stack is at the front door, ready to execute a “no-knock”, high...
How to Handle Difficult Conversations
Difficult conversations or manipulative tactics can be deal makers or deal breakers, depending on the stage of the negotiations, the relationships of...
The Power of the Label
At a conference last week I was extolling the value of the label among other active listening skills. The next morning a participant told me he had...
Our Role In a Terrorist Event
“The enemy uses the best negotiator he has, who is normally very sly, and knowledgeable in human psychology. He is capable of planting fear in the...
Sun Tzu Would Agree With Hillary
Last week, during a speech at Georgetown University, Secretary Hillary Clinton advocated, “…showing respect, even for one’s enemies. Trying to...
Derek’s Favorites (The Edge Year 1)
September 2013
Five Negotiation Tips For Crisis Negotiators
1. Stick to your training