Skip to content

The Edge Newsletter

Overcome Weaknesses as a Negotiator: Assertive Personality
Communication Techniques

Overcome Weaknesses as a Negotiator: Assertive Personality

Whenever you find yourself at an impasse in a negotiation, you need to know how you got there. We need to admit that the approach we use to get...

Does Eye Contact Help or Hurt a Negotiation?
Communication Techniques

Does Eye Contact Help or Hurt a Negotiation?

Eye contact can make or break a negotiation.  Too much eye contact can make your counterpart very uncomfortable. If you are engaged in a conversation...

Why Explaining Too Early Is Hurting Your Closing Rate
Communication Techniques

Why Explaining Too Early Is Hurting Your Closing Rate

As Ronald Reagan once said: If you’re explaining, you’re losing. So if you’re constantly explaining at the negotiation table, your closing rate will...

3 Communication Skills to Close Deals Faster
Communication Techniques

3 Communication Skills to Close Deals Faster

The Black Swan Group has a saying: It’s not a sin to not get the deal, but it is a sin to take a long time to not get the deal. Next time you find...

5 Ways to Control Your Emotions During Negotiations
Communication Techniques

5 Ways to Control Your Emotions During Negotiations

Even the most talented negotiators struggle with their emotions from time to time.  At the end of the day, emotions are one thing we can’t fully...

Communications Skills: Handling Objections
Communication Techniques

Communications Skills: Handling Objections

The best negotiators in the world are great at handling objections.  When you find yourself operating in the world of high-stakes negotiations, it’s...

Navigating Language Barriers in International Negotiations
Communication Techniques

Navigating Language Barriers in International Negotiations

As we continue coaching clients all around the world, there’s a tendency we see over and over again in which folks think that certain negotiation...

Why Is Listening the Key to Active Communication?
Communication Techniques

Why Is Listening the Key to Active Communication?

Every person on this planet—regardless of where they hail from or their culture, ethnicity, or gender—wants someone else to understand their...

Communication Skills: 3 Ways To Make “No” Work For You
Communication Techniques

Communication Skills: 3 Ways To Make “No” Work For You

Does yes really always mean yes? Absolutely not. When we say yes, we’re committing to something. And immediately after we’ve committed, we begin...

How To Get Buy-In With The 3 Most Effective Communication Techniques
Communication Techniques

How To Get Buy-In With The 3 Most Effective Communication Techniques

This blog was originally published on 03/6/2017 and updated on 7/16/2020. Negotiation is an information-gathering process. It’s not about getting...

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,...

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...

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

Questions? We're here to help.