Blog page: 4


The Power of the Positive No

Jean Reyt emphasizes that at some point in your life, you'll have to make a stand. You’ll have to say “no.” If you don’t, people around you will suffer. If you’re someone who struggles to say no, you need to figure out why. Jean firmly believes there will come a day where you won’t say “no,” and you will regret it. I love the book that William Ury wrote called... Read more


Pretexting: How to Nail Your Negotiation Approach

Chris Hadnagy is brilliant. He is a master of the tactics and strategies required to persuade and influence. He shared a hypothetical in a recent episode of Negotiations Ninja. Base your pretext on the end goal Let’s say you’re about to enter a negotiation for a contract with a vendor. You know you’re up against other great vendors. The other problem? You know the other vendors are priced a little cheaper... Read more


Raphael Lapin’s Dispute Resolution Continuum

Raphael Lapin is a Harvard-trained negotiation, mediation, and communication specialist. Anything negotiation-related falls under his purview—including government entities, corporate entities, and individuals. In episode #248 of the Negotiations Ninja podcast, he shares the difference between mediation and arbitration and where each falls on his dispute resolution continuum. The role of negotiation and mediation in Raphael’s dispute resolution continuum In Raphael’s dispute resolution continuum, you start with direct negotiation on the... Read more


Why Don’t Schools Teach Negotiation as a Critical Life Skill?

No one throughout their schooling career ever gets taught negotiation or broad-level communication skills. They’re not taught how to negotiate, have civil conversations, or advocate for their own needs. The conspiracy theorist in me questions why the school system is structured this way. Negotiation and conflict resolution should be a focus as early as possible in a child’s life. Why? Because conflict costs billions of dollars a year. Conflicts in... Read more


How to Build Leverage into Your Salary Negotiation

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that has helped hundreds of women negotiate compensation. Victoria helps her clients prepare a written strategic plan. Her strategic plan starts with market value. Why? Because most people don’t come to her before the interview. They have to ascertain a company’s interests during the negotiation process. She always starts with: What’s your market value? What’s the... Read more


How to Employ Cialdini’s Principles of Influence at the Right Time

Too many people start a sales conversation with scarcity instead of starting with the principle of liking or creating social proof. Should there be timing around some of the principles? In Brian Ahearn’s book, “Persuasive Selling for Relationship Driven Insurance Agents,” he looks at the sales process. He covers which principles are most effective at each point of the sales process. So what could—or should—you start with? Authority, likability, and... Read more


How to Overcome Your Fear of Negotiation

Lynn Price is the author of “Negotiate It!: How to Crush Your Fears, Develop Your Negotiation Muscle, and Gain Power in the Workplace.” She was in-house counsel for 20+ years for Telecom and the Engineering and Construction industry. She’s negotiated well over 11,000 agreements. Currently, Lynn is a trainer and consultant in negotiation. Her focus is training people to use her 3 R formula to dramatically improve their negotiating skills.... Read more


How to Communicate Your Value in a Negotiation

People don’t always appreciate your value. They need to know why they should deal with you. So you must position yourself, so you feel legitimate. Deborah Kolb likes to tell people, “Performance doesn’t speak for itself. You’re doing a great job and nobody knows.” It’s up to you to negotiate and communicate your value. Deborah knew the VP of Business Development in a financial services company. She and her husband... Read more


How to Discover Your Values [Put The Conscience Code into Action]

Richard Shell believes that you have to know yourself to know your values. And unfortunately, many people aren’t clear on what their values actually are. How do you discover that? One of Richard’s favorite pastimes is creating self-assessments. In his book, “Springboard: Launching Your Personal Search for Success,” he shares an exercise called “The 6 Lives” to help people to try to figure out their priorities when it comes to... Read more


Don’t Forget “Pathos” as a Negotiation Tactic

In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft talks about some of Aristotle’s principles of persuasion. What are those three principles? Pathos: Pathos is the application of emotion. People who are more passionate can be more persuasive, right? When someone gets excited, it prods on your emotions and will often get you excited. Ethos: Ethos refers to your reputation. If you’ve worked with someone before and... Read more