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How to Negotiate Across Cultures

How to Negotiate Across Cultures

Cultural barriers shouldn’t cause negotiations to stall out. Karen was assigned to a team that had to negotiate a sizable deal with a Japanese company. As a young associate, she was eager to help her firm, achieve their objectives, and hopefully sustain a lasting...

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How You Can Build Better Business Relationships

How You Can Build Better Business Relationships

What’s the one thing your company can do to strengthen its relationships? Business relationships are hard, right? There’s so much background noise and posturing and it makes being our true selves nearly impossible. It’s not what you know, it’s who you know. Part...

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What Your Tells Really Say

What Your Tells Really Say

What are your tells in a negotiation really saying? In my experience, true tells indicate that you’re letting fear, scarcity, or ego dictate your emotions and behaviors. You’re afraid of losing the deal, you’re afraid that you won’t “win” enough for your client, or...

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Mirror, Mirror…

Mirror, Mirror…

“Who is the fairest in the land?” asks the Evil Queen. “My Queen, you are the fairest in the land,” replies the Magic Mirror. And so, the Evil Queen was pleased, because the mirror never lies. The mirror never lies. For many years, this was the comfort the Evil Queen...

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Becoming a Great Negotiator, Step 4: Integrity

Becoming a Great Negotiator, Step 4: Integrity

Always be in integrity. That phrasing is important, because we often think of integrity as something we can possess or a manifest personality trait. That causes us to take it for granted as something that we can call upon at our convenience. But, integrity isn’t a...

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Becoming a Great Negotiator Step 5: High Expectations

Becoming a Great Negotiator Step 5: High Expectations

High expectations are often conflated with the returns we gain from a deal or tactics like making a completely crazy opening bid in an attempt to reestablish the middle ground well above your real value. In practice, these are actually rooted in low expectations of...

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Don’t Play the Tactics/Counter-tactics Game

Don’t Play the Tactics/Counter-tactics Game

I talk a lot about tactics and counter-tactics, and mostly about how most of them have no place in my authentic negotiating philosophy (they don’t) and the few good ones are not at the core of true negotiating success (they’re not). But, it might not be clear why this...

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Becoming a Great Negotiator: own your value

Becoming a Great Negotiator: own your value

Two crucial aspect of negotiations are doing necessary external research and doing the deep internal work. If your information is lacking and you aren’t basing your strategy off of a complete picture and, certainly, if you have not done your internal work, no amount...

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Negotiating Differences Between Men and Women Pt. 2

Negotiating Differences Between Men and Women Pt. 2

Last week’s blog discussed some general differences in how men and women negotiate. I went more in-depth about what many women I’ve worked with have struggled to do most, and that’s own their value. I think there’s a lot to learn in that idea, and the work we can do...

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Negotiating Differences Between Men and Women – Part 1

Negotiating Differences Between Men and Women – Part 1

Men and women are different. That’s a simple fact that we can’t deny. It would make sense then that men and women negotiate differently. Understanding these differences when doing your preparation work is vital for your success. I had a great conversation with the...

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The Book

Authentic Negotiating:
Clarity, Detachment & Equilibrium
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The Authentic Negotiating Success Quiz

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