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How to Negotiate

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...

How to Negotiate

4 Rock Star Secrets to Prepare to Crush the Killer Deal

The Black Swan Group law of success:

How to Negotiate

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...

How to Negotiate

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...

How to Negotiate

3 Ways to Hone Your Negotiation Skills

Here are 3 ways to hone your negotiation skills.

How to Negotiate

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

How to Negotiate

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...

How to Negotiate

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...

How to Negotiate

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)....