Category Archives: Advanced Concepts

Questions Put You in Charge

One of the most important elements of a robust negotiation strategy is your question strategy.  Questions put you in charge during a negotiation.  Questions accomplish the following: Establish baseline responses Allow you to direct the issues discussed Apply pressure to … Continue reading

Posted in Advanced Concepts, Flexibility and Deception Detection, Hard Bargaining, Negotiation Basics, Win Win | Tagged , , , , , , , | Leave a comment

Internal Negotiations: Win, Lose, or Collaborate

Internal negotiations can include: Resource allocation discussions Project management and implementation Labor relations Influencing and persuading Recruitment and promotion Etc. The problem starts with the structure of most corporate firms.  Decisions tend to follow a pyramid like hierarchy, even in … Continue reading

Posted in Advanced Concepts, High Dependency, Negotiation Strategy | Tagged , , , , , , , , | Leave a comment

David Matsumoto on ABC – How to spot a Lie

Dr. David Matsumoto appears on ABC’s news broadcast discussing micro-expressions. I am a fan.

Posted in Advanced Concepts, Case Studies, Flexibility and Deception Detection | Tagged , , , , , , | Leave a comment

Tiger Woods Video Analysis

Below are my observations of the Tiger Woods press conference. Overall, Tiger’s emotions, non-verbal communication, and words were very much aligned. He was truthful as he represented his feelings at the press conference. I did notice a couple of occasions … Continue reading

Posted in Advanced Concepts, Case Studies, Flexibility and Deception Detection | Tagged , , , , , , , , , | Leave a comment

Darvin Moon Trips Up Phil Ivey Part 2

Darvin Moon finished 2nd in the 2009 World Series of Poker, winning $5.18 million.  Although Darvin is an amateur, many times he demonstrated an uncanny ability to make the right call at the right time.  Sometimes he was just plain … Continue reading

Posted in Advanced Concepts, Flexibility and Deception Detection, Negotiation Strategy | Tagged , , , , , , , , , | Leave a comment

Even Phil Ivey has a Tell

Why do people get caught lying? The average person lies 3x in a 10 minute conversation. That’s 1,616,220 lies in a lifetime.  True many of those lies are your garden variety little white lies, harmless exaggerations, omissions, etc. So why … Continue reading

Posted in Advanced Concepts, Flexibility and Deception Detection | Tagged , , , , , , , , , | Leave a comment

John Edwards – another Politician that Lies

Humintell posted video clips of the John Edwards interview on ABC when he first denied the rumors of his affair and secondly denied fathering a child. Here are my comments on the John Edwards video. Which I’ve reproduced below. I … Continue reading

Posted in Advanced Concepts, Case Studies, Flexibility and Deception Detection | Tagged , , , , , , , | Leave a comment

Negotiating in China

In Kissinger’s book, Ending the Vietnam War : A History of America’s Involvement in and Extrication from the Vietnam War, he recounts the following observation. The American delegation made arrangements to occupy 3 floors in a prominent hotel in Paris. … Continue reading

Posted in Advanced Concepts, Negotiation Strategy | Tagged , , , , | Leave a comment

Case Study: The Music Business – part 2

In a nutshell this is the advice I gave my client in response to yesterday’s post. Start by examining what you know about the circumstance.

Posted in Advanced Concepts, Case Studies, Negotiation Strategy | Tagged , , , | Leave a comment

Case Study: The Music Business

Today I thought it would be interesting to take and dissect a real negotiation to see some of the concepts in action.  So here is the setup, I’ve obscured some of the facts to protect the guilty: Parties Involved: 1. … Continue reading

Posted in Advanced Concepts, Case Studies, Negotiation Strategy | Tagged , , , , , | Leave a comment

People Lie When they Negotiate

A brief interruption in the “10 Tips” series to pose a question to everybody whose is reading this.  People feel compelled to lie during a negotiation.  There are many forms of lying including omissions, concealing vital facts, exaggerations, innocent little white … Continue reading

Posted in Advanced Concepts, Flexibility and Deception Detection | Tagged , , , , , , , , , | Leave a comment