Negotiators lie. In fact, they do it quite frequently. When confronted with what you believe are deceptive tactics how do you determine if your suspicions are correct? 1.   Ask probing questions. Never ask “yes” or “no” questions. By asking probing questions you are attempting to reduce the likelihood of lies...

You are engaged in a verbal tug-of-war. You are making point after point yet it seems like an exercise in futility. Why don’t they buy it? The trick is to make your case with the point of view of the other side in mind. Watch for signs that they are...

Talk about screwing up a negotiation! The San Francisco Board of Supervisors managed to take a potential win-win negotiation with Larry Ellison’s Oracle Racing Team and turn it into a textbook case of how not to negotiate. Everyone loses and now the finger pointing starts but as a negotiation coach...

When trust is breached or when there has just been a case of miscommunication your challenge is how to rebuild the trust between you and the other party. Usually miscommunication occurs when the parties are not in regular contact. This is especially exacerbated when there is little or no face-to-face...