Tactics
Negotiation Skills for Remote and Virtual Conversations
Video calls flatten the negotiation landscape. The cues you relied on in person are missing. Here's how to adapt.
7 min read
Tactics
13 articles 
Tactics
Breaking a Negotiation Deadlock: 7 Proven Techniques
Most negotiation deadlocks are not substantive disagreements. They are signals that the current dimensions are exhausted. Here are seven techniques that consistently move stuck deals.
6 min read
Tactics
How to Discover Hidden Interests in Any Negotiation
The most important information in a negotiation is rarely what either side says out loud. Here's how to surface what people actually need.
7 min read
Tactics
Labeling Emotions in Negotiation: The Tactic That Disarms Tension
Naming the emotion the other side hasn't said aloud measurably reduces amygdala activity and shifts the negotiation. Here's how to label well, when to stay silent after, and when the tactic backfires.
6 min read
Tactics
Calibrated Questions: How to Use "How" and "What" to Control a Negotiation
The right "how" or "what" question can transfer the burden of solving a deal's hardest problem to the other side. Here's how to deploy calibrated questions to control the conversation without raising your voice.
5 min read
Tactics
How to Make Concessions Without Losing Ground
Most negotiators concede on instinct and split the difference to be polite. Here's how to pace, trade, and frame your concessions so each move strengthens your position instead of eroding it.
5 min read
Tactics
Should You Make the First Offer? The Research-Backed Answer
Folk wisdom says never make the first offer. Decades of research says the opposite. Here's when opening first wins, when it doesn't, and how to build an opening number that holds.
5 min read
Tactics
Hardball Negotiation Tactics: How to Recognize and Counter Them
Extreme anchors, fake deadlines, good-cop-bad-cop, the nibble. Seven hardball tactics deliberate negotiators still use, and the specific counters that neutralize each one without blowing up the deal.
6 min read
Tactics
Using Silence as a Negotiation Weapon
Silence is the most undervalued tool in negotiation. Most counter-parties cannot bear four seconds of it. Here's how to use that asymmetry deliberately in the three moments where it matters most.
6 min read
Tactics
Framing Effects in Negotiation: How You Say It Matters More Than What You Say
The same deal framed two different ways produces two different outcomes. Here's how loss aversion, reference points, and reframing turn presentation into leverage.
5 min read
Tactics
Anchoring in Negotiation: How to Set the Right First Number
The first specific number on the table sets the gravitational center of the entire deal. Here's how to anchor aggressively, defend it under pressure, and counter when the other side moves first.
5 min read
Tactics
Tactical Empathy: The FBI Tactic That Works in Every Negotiation
Empathy in negotiation is not kindness or compromise. It is a clinical skill for extracting information and disarming resistance. Here's how the FBI built it into a method, and how to use it in business deals.
5 min read
Tactics
Mirroring in Negotiation: How to Use Chris Voss's Favorite Tactic
Repeat the last three words the other side said, then stop talking. It looks too simple to work, which is exactly why trained negotiators still fall for it.
5 min read