Category Archives: Negotiation/How To Negotiate

When Compromise is Wrong: A Letter from Lincoln

What You Say When You Want To Draw The Line By Gene Griessman, Ph.D. When should you draw a line in the sand? That was the big question back in January of 1861. Abraham Lincoln, who had been elected President … Continue reading

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Rachel Maddow Shows How To Negotiate, How To Argue

What You Say When You Want To Make A Point Cautiously by Gene Griessman, Ph.D. Why in the world would you ever want to make a point cautiously? Benjamin Franklin explained why in his Autobiography,  Just in case you haven’t … Continue reading

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How To Agree-Disagree With Someone

What You Say If You Disagree With Part Of What Someone Says by Gene Griessman, Ph.D. In the movie “Tinker, Tailor, Soldier, Spy” there’s an intense scene in which the British intelligence officer George Smiley (played by Gary Oldman) confronts … Continue reading

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Your Job Interview: Recommendations About Discussing Money, Benefits, Salary

What You Say About Money During A Job Interview by Judi Adams (Editor’s introduction. I heard Judi Adams for the first time recently at a meeting of the Georgia chapter of the National Speakers Association. Her observations on this terrifically … Continue reading

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Speaking Tip: When To Give A Long Speech

When To Make A Long Speech:  What Would Abraham Lincoln Do? by Gene Griessman, Ph.D. The Gettysburg Address was just two minutes long. It it is recognized today as one of the finest speeches ever given in the English language.   … Continue reading

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In Sales and Negotiation, Sometimes It’s What You Don’t Say That Matters

Sales And Negotiating Advice: Don’t Un-sell By Talking Too Much Whatyousay.com loves the advice of Mark H. McCormack, author of “What They Don’t Teach You At Harvard Business School.” In case you don’t recognize his name, or you didn’t read … Continue reading

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Mark H. McCormack on Negotiation: “Let the Other Guy Go First”

What You Say When You Negotiate A Price by Gene Griessman, Ph.D. Whatyousay.com is taking yet another look at the sales-and-negotiation classic “What They Don’t Teach You at Harvard Business School” by Mark H McCormack. In case you don’t know … Continue reading

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How To Close A Sale: Let The Prospect Say “No”

Sales Advice From Mark H. McCormack: Let The Prospect Say “No” Many sales managers and trainers will tell you not to let prospects say No. I know that’s what I was taught, and still believe to a certain extent.  Once … Continue reading

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Andrew Jackson on Diplomacy: How To Be Tactful

What You Say When You Want To Express Disappointment by Gene Griessman, Ph.D. Andrew Jackson is remembered as a man of violent passions, prickly, and always ready for a fight, not for his tact. But on one occasion, Jackson’s response … Continue reading

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How To Disagree: A Lesson From Nicolas Sarkozy, President of France

What You Say When You Want To Tactfully Disagree With A Journalist by Gene Griessman, Ph.D. Whatyousay.com is continually searching for skillful ways to disagree when someone makes a statement that you don’t accept. We’ve found that comments by experienced … Continue reading

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