Communication

Design questions that invite 'No' to give your counterpart feelings of safety, control, and autonomy.

Use summaries to trigger the two most powerful words in negotiation and create genuine buy-in.

Ask 'How' and 'What' questions that give your counterpart the illusion of control while you steer the conversation.

List every terrible thing your counterpart could say about you and say it first to defuse negative dynamics before they take root.

Name your counterpart's emotions to validate them, diffuse negatives, and reinforce positives.

Repeat the last one to three critical words to build rapport and extract information without asking a single question.

Understand the feelings and mindset of your counterpart to increase your influence in every moment that follows.

A specific negotiation framework combining reciprocity with the contrast principle. Start by making

People have a deep-seated duty to authority and will follow the directives of authority figures

A simple psychological technique for motivating behavior change in yourself or others: replace

A neuroscience-backed approach to persuasion and conflict resolution. Brain imaging studies show

Build a working demo instead of making a presentation—the visceral experience is infinitely more persuasive