Clues That Suggest A Person May Be Lying

Wouldn’t it be great if you could accurately assess whether your counterpart was lying when they said “I have an offer from XYZ Co. that is 10 percent greater than yours, so you will have to put more on the table if you want this deal?” It sure would be nice to...

McCain’s Lessons on Negotiation

For reflection and remembrance after the passing of Senate Maverick John McCain we are sharing his three lessons on negotiation. This article was originally published Thursday, July 3, 2009 in "The Arizona Republic." I recently flew to Washington, D.C. and Sen. John...

Advance Your Negotiations With the ‘Big Shmooze’

You walk into a car dealership to buy a new vehicle. A salesman approaches, introduces himself as “John,” and asks how he can help. You say, “I’m looking for a new SUV. My old one is rusting out. It grew up in Minnesota, just like me.” “Really,” John says. “Where in...

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