CPR—Context, Purpose, Results Pt. 1

CPR—Context, Purpose, Results Pt. 1

We’ve dug deep into my concepts of Clarity, Detachment, and Equilibrium. They are in large part a result of having done the toughest inner-work in our development into an Authentic Negotiator, but mastering CDE doesn’t conclude the work of Authentic Negotiating. To be...
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...
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...
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...
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...
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...