Banachek—a famous mentalist—has mastered the art of mirroring (as well as other psychological means of persuasion). In an episode of Negotiations Ninja, he joined me to share some of his expertise and what he’s found especially useful during his career. What is the concept of mirroring? Most negotiators are likely familiar with the concept of isopraxism—more commonly known as mirroring. Mirroring is echoing what someone else is doing in a subtle way. Perhaps you…
The Impact of Emotional Intelligence in Sales Negotiations
Emotional intelligence is the ability to be able to recognize and manage one’s own emotions—and those of others. Those who’ve mastered this skill are able to use the information they glean to adapt to different situations. They are able to assess the needs of others and communicate effectively to reach a common goal. Kim Orlesky—featured in a recent episode of Negotiations Ninja—was in a sales position where she was the only woman among 12…
Detecting Deception in Negotiation
We can all tell when someone is angry, sad, happy, etc. because it is part of human nature to be able to detect each other’s emotions. However, people can also decide to hide their feelings, or sometimes there are too many emotions or thoughts going on in our minds to let them all out at once. A recent guest on the Negotiations Ninja podcast, David Matsumoto, has been studying non-verbal behavior for 40 years, is…
Negotiation, Poker, and Philosophy
There are countless books, studies, and essays written about negotiation techniques and strategies. The topic has had significant time and effort donated by experts across all industries. Negotiation often goes hand-in-hand with other hobbies and activities, poker being one of the most prominent examples. High-level poker players are often incredible negotiators, as they are masters of probability and human behavior. Mike Caro, my recent guest on Negotiations Ninja, is the author of Caro’s Book of…
Improvisation In Negotiation
Planning, preparation, strategy, and tactics are things we often talk about as important when going into a negotiation. They are important but equally important is the ability to think on your feet, to adapt, to read a room and act accordingly. Improvisation is a critical skill that many negotiators overlook. On one of my earlier episodes on Negotiations Ninja, I spoke with Michael Wheeler, Harvard Business School professor and author of The Art of Negotiation:…