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Inauthentic Negotiation Techniques Part 3

Inauthentic Negotiation Techniques Part 3

When practicing authentic negotiation, the final two inauthentic negotiation techniques that we will discuss in this blog series are The Quivering Quill and Limited Authority. The Quivering Quill The quivering quill tactic appears in a negotiation when, at the last...

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Inauthentic Negotiating Techniques Part 2

Inauthentic Negotiating Techniques Part 2

Inauthentic negotiating techniques are best to be avoided for many reasons. But, it is likely that you will wind up in negotiations where the other side uses one of these tactics. To be an effective and successful negotiator, you must know how to recognize and respond...

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Inauthentic Negotiating Techniques Part 1

Inauthentic Negotiating Techniques Part 1

When negotiating, many use inauthentic tactics and techniques to disarm, mislead, get leverage over, or scare opponents. It’s important to know what they are and how to deal with them. Two commonly used inauthentic negotiating techniques are the Empty Promise and the...

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You Need More Than Just Skill for Negotiation Success

You Need More Than Just Skill for Negotiation Success

Negotiation is traditionally approached as a set of techniques, tactics, and frameworks. Most courses teach negotiation as a skill. And while there is an element of skill involved, great negotiation is built on something much deeper than a set of skills. Your state of...

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Why Your Negotiations Fail: Lack of Integrity

Why Your Negotiations Fail: Lack of Integrity

Integrity is often defined as doing the right thing at all times and in all circumstances, whether or not anyone else is watching. Integrity speaks directly to who you are. Integrity is the measure of your character. Integrity is not just measured, though, by some...

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Why Your Negotiations Fail: Getting Emotional

Why Your Negotiations Fail: Getting Emotional

Negotiation is a key skill from which we often shy away from, but which significantly impacts our ability to achieve other goals. Negotiation is a key part of life. Yet, many never master the art of negotiation because of the many internal factors that could be...

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Why Your Negotiations Fail: Ego (Part 2)

Why Your Negotiations Fail: Ego (Part 2)

Ego-based negotiations are sometimes driven by insecurity. And that insecurity can wreck your chances of negotiating success. In my last post, we defined ego. Ego is simply how you view your own self. Having a high sense of ego puts people off, comes across as...

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Why Your Negotiations Fail: Fear

Why Your Negotiations Fail: Fear

Even though negotiation is a part of everyday life, one of the most common roadblocks to successful negotiation is fear. Negotiating can bring up a lot of fear, discomfort, and insec

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The Book

Authentic Negotiating:
Clarity, Detachment & Equilibrium
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