Most negotiators wait for objections to surface and then defend. The strongest closers do the opposite: they list their objections...
epeating your counterpart's last two or three words as a question is one of the fastest ways to surface the...
"Why" puts your counterpart on trial and makes them defend a position; "how" and "what" hand them the pen and...
The biggest worry in a deal rarely appears on the agenda. Naming it before your counterpart does drops their defenses,...
The next sentence out of your mouth after stating your position is usually a concession. This post explains why a...
Respect is never demanded; it is tallied through small, repeatable behaviors that anyone can practice. this post translates 12 subtle...
Micromanagement rarely shows up as cruelty; it shows up as care, diligence, and "just helping." This post breaks down the...
Resistance is rarely a verdict on the quality of your idea; it is information about history, timing, personal cost, perceived...
Executives decide within minutes whether a first meeting becomes a relationship or a forgotten handshake. This post turns the introduction...
The discipline of problem definition under pressure In more than twenty years of work across Latin American banking, finance and...
