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Motivation matters to us. A lot. In fact, if we don’t know why someone has acted as they have, we’ll just go ahead and make it up! Learn why this gets us into trouble, and what we can do about it.
Do I Understand You? Acknowledgement Demonstrated…
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Acknowledgement enables us to build rapport with even the most resistant negotiation counterparts. And in the end, they get to determine whether we have succeeded in understanding them or not!
The Cheapest (and Smartest!) Concession You Can Make
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Discover a negotiating move that has such a powerful impact, yet costs so little, that it almost feels like a trick. But it’s not. Promise…
I’d Agree With You, But Then We’d Both Be Wrong
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Being wrong is usually not good for your career. But being right, or at least acting like you are, can also be a liability. Learn why…
Improve Every Meeting With The “Activation Phenomenon”
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Life is hard enough. Waste-of-time meetings make it even worse. Here’s a simple and proven strategy to make almost every meeting more effective (and enjoyable). Skip it at your own risk.
No Offense, But Almost All Of You Are Racist
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We used to sing that we had “the whole world in our hands.” Turns out, we have the whole world in our brains. And not only the good stuff. We’re less the masters of our own destinies than we think.
The Gift of Workplace Conflict
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The gift of grace? Definitely! The gift of gab? Sure. But conflict at work? A “gift?” With the right approach, the most common source of workplace conflict can lead to unexpected and powerful benefits.
Fairness As Sword; Fairness As Shield
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Appealing to others’ sense of fairness is one of the most persuasive tools we have as negotiators. When done skillfully, it cuts through posturing, inspires collaboration, and makes our assertions harder to resist.
The Master Negotiator’s Simple, Powerful Tool: Fairness
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When you and your counterpart want opposite things—More! No, Less!—it makes negotiating much more challenging. Fairness not only helps you overcome this obstacle, but use it skillfully, and your counterpart will want to work with you again and again.
Why Every Workplace Negotiation Asks The Question: “Do You Love Me?”
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We all try to “get stuff” when we negotiate at work: a job, a project done well and on time, more sales, less cost, etc. But in addition to this “stuff,” our brains always track something else—our standing among the people with whom we are negotiating. Address this ever-present human concern and win bigger.