I taped a video for Business Insider entitled “How To Spot A Liar”. Here are some insider keys to getting more out of this video. Lying vs. Poor Planning What’s the benefit? There’s a double benefit to living by the rule: “Yes” is nothing without “how”. Whether they’re lying about doing something or…

Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you’ll need to take along this path. 1 — The Decision to Get Better I’m going to be blunt: Telling yourself that experience is the best teacher is a passive attitude…

“How am I supposed to do that?” This is from an email I received about two weeks ago: “I finished reading your book last week — it was a great, entertaining read; I’m planning on buying a few more copies for my employees (whether or not that’s a good idea…

Kidnappers are the world’s toughest negotiators. From our perspective, a kidnapping is a horrifying event but to a kidnapper it is simply a transaction. They are commodities dealers. They are used to a hard bargaining approach that gets the last dime on the table. Kidnappers are also used to their…

#1 — Becoming the hostage of “yes”. “Yes” is not the path to “Yes”. “Yes” has been described as possibly the most beautiful word in the English language, if not any language. We love, love, LOVE it. And after all, isn’t the most famous negotiating book in the world (at least until May 17th!) …

We all have experienced the challenge of trying to figure out if our counterpart is serious, or is just taking a position to try to maneuver us. Do they mean what they’ve said and do we need to be careful about protecting the relationship? …

These 9 negotiation strategies for success are based on my upcoming book Never Split the Difference: Negotiating As If Your Life Depended. 1. MIRROR WORDS SELECTIVELY One of the quickest ways to establish a rapport and make your counterpart feel safe enough to reveal themselves is with a laser-like focus on what the other…

The most dangerous negotiation is the one you don’t know you’re in. Last June, Taylor Swift wrote one of the most elegant confrontations in the history of individuals confronting multinational corporations. Ever. I was so blown away I had to write about it back then. Since then, what did her…

The Black Swan Group law of success: “When the pressure is on, you will not rise to the occasion, you will fall…to your highest level of preparation.” Articulated by others as “Preparation beats talent.” Out-prepare others and you will win. …