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Negotiating Our Differences

Negotiating Our Differences

Why do we tend to keep most people at arm’s length? Why are we so hesitant to find common ground? It’s because of our differences. It’s a shame, but it’s the unfortunate truth. The idealist in us wants to say that none of us are different, that we’re all human after...

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Authentic Negotiating Success: Equilibrium

Authentic Negotiating Success: Equilibrium

You’ve achieved Clarity and successfully Detached yourself from the outcome of your deal. How do you sustain and leverage the advantage that Clarity and Detachment give you? Maintain your Equilibrium. In a previous article I shared on Detachment, I discussed an old...

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Successfully Negotiating a Raise Pt. 1

Successfully Negotiating a Raise Pt. 1

There’s a crucial difference between winning a negotiation and getting what you want from a deal. It’s possible to win a negotiation and still suffer significant losses relative to what you set out to accomplish. My goal is never to win a negotiation. My goal is...

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CPR—Context, Purpose, and Results Pt. 3

CPR—Context, Purpose, and Results Pt. 3

What started Lenny, Gina, and I on our CPR quest was that Lenny’s present Context was going to be a huge impediment to a successful negotiation. And to this point, we still hadn’t redefined their Context, but we were able to establish for them a concrete Purpose that...

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CPR—Context, Purpose, Results Pt. 2

CPR—Context, Purpose, Results Pt. 2

In Part 1 Lenny had just agreed to start thinking clearly and critically about the Context from which he was orienting his approach to an important negotiation. Once he got on board, I was able to continue our discussion in a way that could lead both he and Gina to a...

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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...

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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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The Book

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

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