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Are You Tactical-Empathy Curious?
First things first: Watch this absolutely hilarious Chris Voss TEDx talk on tactical empathy.
What's the Difference Between Active Communication and Active Listening?
In negotiation training, the terms “active communication” and “active listening” get thrown around often. While these two terms share commonalities,...
The 3 Laws of Leverage
There are generally three ways to think about leverage in negotiations:
Active Listening: What It Is and Why It Matters in Negotiating
The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that...
7 Negotiation Techniques for Introverts
If you’re not outgoing, then the thought of initiating a negotiation and stepping out of your comfort zone can feel especially uncomfortable. Below,...
3 Scenarios to Practice Your Negotiation Skills
There’s one commonality that all effective negotiators share: they consciously make the decision to negotiate in their daily lives. It may sound...
5 Elements of Emotional Intelligence to Use During Negotiation
As former FBI negotiators and professional negotiation coaches, we spend a lot of time thinking and talking about emotional intelligence (EQ)....
5 Negotiation Techniques That Work
Our work and personal lives are filled with negotiations. Some are small negotiations, such as what movie to watch or who should be responsible for...
Fine-Tune Your Business Negotiation Skills in 6 Steps
To be a compelling and consistent negotiator, it’s important to keep learning new skills and evolving your approach as you grow. Even veteran...
How to Gain Leverage During a Negotiation
In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.
The #1 Way to Perfect This Key Skill
This is also the #1 way to deal with everyone who wants to suck up your time on the phone, from colleagues to cold-calling sales-people with “Have...
The True Power of “Yes”
A flat-out “yes” is a scary thing to say. “Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you...