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Real Estate Expert Negotiator: Which Goals Should You Pursue First?
Negotiation Tactics

Real Estate Expert Negotiator: Which Goals Should You Pursue First?

When it comes to real estate negotiation—whether you’re representing a buyer or a seller—the first thing you want to do is understand what your...

Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.
How to Negotiate

Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.

At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why. When Never Split the...

How to Deal with a Boss Who’s a Bully (and a Micromanager)
Communication Techniques

How to Deal with a Boss Who’s a Bully (and a Micromanager)

The secret to getting the upper hand in a negotiation is giving the other side the illusion of control.  There is great power in deference,...

How Social and Emotional Intelligence Leads to Strong Negotiation Skills
Negotiation Tactics

How Social and Emotional Intelligence Leads to Strong Negotiation Skills

The best negotiators are all focused on the same thing: using Tactical Empathy™ to understand what is making their counterpart tick and influencing...

4 Ways Active Communication Can Lead to More Deals
Communication Techniques

4 Ways Active Communication Can Lead to More Deals

Many humans have a hard time communicating clearly with other people. More often than not, we beat around the bush and talk in roundabout ways...

How to Improve Your Communication Skills to Network Effectively
Communication Techniques

How to Improve Your Communication Skills to Network Effectively

We’re all drawn to interesting people. Here’s how to improve your communication skills and become the most interesting person in the room. Start with...

Negotiation Tactics and Leadership: Why the Two Work Together
Negotiation Tactics

Negotiation Tactics and Leadership: Why the Two Work Together

Leaders are charged with promoting their organization’s mission and getting people to produce. To influence your direct reports to do what you want...

Negotiation Training: The Top 4 ‘No-Oriented’ Questions
Negotiation Training

Negotiation Training: The Top 4 ‘No-Oriented’ Questions

Yes doesn’t always mean yes. This is why shrewd negotiators don’t aim for yes, but instead try to get their counterparts to say no. In this...

Components of Emotional Intelligence in Negotiation
Negotiation Tactics

Components of Emotional Intelligence in Negotiation

The best negotiators and most effective leaders possess high levels of emotional intelligence, or a high emotional quotient (EQ), meaning the ability...

How to Improve Sales Skills by Making Connections
Improving Sales

How to Improve Sales Skills by Making Connections

When many people sit down at the table with potential clients, the obvious goal is to make a connection. A good connection can create a lasting...

When to Focus an Accusation Audit™ Internally and Externally
Negotiation Tactics

When to Focus an Accusation Audit™ Internally and Externally

If you’re new to the term, an Accusation Audit™ is a negotiation technique used to proactively address the negatives likely harbored by the other...

Communication and Negotiation Techniques When Dealing with a Board
Communication Techniques

Communication and Negotiation Techniques When Dealing with a Board

When you deal with a board, you’re in a high-stakes negotiation. Whether your goal is buying a company, getting investment in a fund, or encouraging...

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

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