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...
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...
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...
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...
Becoming a Great Negotiator: Step Two

Becoming a Great Negotiator: Step Two

We’ve learned the importance of connecting to a powerful context when we enter into a negotiation. As we move ahead on the road of great negotiating, our context is our magnetic north. It can change based on our position, but it should always point toward our...
Becoming a Great Negotiator: Step One, Pt. 2

Becoming a Great Negotiator: Step One, Pt. 2

We’ve been over how to cut through our default context and know the inner work required to reframe and create an empowering context that we own. The next step is examining how great negotiators create contexts that lead to success.  Let’s continue for now with the...