Menu Close

Tag / Negotiation

Let’s Give Each Other Halos

Certain experts in certain fields can make very good judgements in a very short amount of time. These judgements are often as accurate as any finding that would be rendered in a more lengthy, more thorough analysis. Delivered with confidence and certainty, such quick assessments feel like a parlor trick of sorts. It’s the way […]

Continue Reading

The Best Book for Negotiation

Never Split The Difference By Chris Voss Rating: 10/10 Best Line #1: You’re going to have to embrace regular, thoughtful conflict as the basis of effective negotiation—and of life. Please remember that our emphasis throughout the book is that the adversary is the situation and that the person that you appear to be in conflict […]

Continue Reading

Getting To No

The great actor Sidney Poitier once said, “I always had the ability to say no. That’s how I called my own shots.” Meanwhile, Mark Cuban has regularly said, “Every no gets me closer to a yes.” Put these together and it’s clear that Poitier and Cuban would have had a great time negotiating against one […]

Continue Reading

Label Emotions To Improve Situations

What do you do when you’re dealing with an emotional person? A really emotional person? It could be a customer, boss, friend, family member, or partner. Whatever the case, what do you do when they are emotional and you are not? Having been trained as a teacher, I usually enter into some sort of attitude […]

Continue Reading

What Great Listeners (And Negotiators) Do

Hollywood hasn’t done us many favors when it comes to demonstrating the real art of criminal justice. Movies suggest there’s a lot of yelling. Lawyers yelling at judges. Police yelling at partners. Hostage negotiators yelling at dangerous criminals. We know the reality is quite different but we don’t know what the reality actually is. What […]

Continue Reading

A Better Way To Ask

The opening pages of the Chris Voss’s book Never Split The Difference lays out a hard-yet-beautiful truth: In this world, you get what you ask for; you just have to ask correctly. So claim your prerogative to ask for what you think is right. I’ve seen this proven firsthand for many people. I’ve also seen […]

Continue Reading