Category Archives: Negotiation/How To Negotiate

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 is recognized today as one of the finest speeches ever given in the English language.   Generally … 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. I’m 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 the … 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, as prickly and always ready for a fight, not for his tact. But on one occasion, Jackson’s … 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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Cope With Difficult People: Ask Them This Question

What You Say When You Are Asked A Question That You Don’t Wish To Answer by Gene Griessman, Ph.D. If someone asks you a pointed question that’s intrusive or impertinent, turn the tables on them by asking: “Does it matter?” … Continue reading

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An Elegant Way To Disagree from “The English Patient”

What You Say When You Disagree: An example from the movie “The English Patient” by Gene Griessman, Ph.D. Here’s an extraordinary example of a skillful way to disagree. Mind you, it will not work if you are not very well … Continue reading

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Traveling Tips: What You Say To Get The Best Deals

What You Say When You Travel: Travel Tips by Gene Griessman, Ph.D. I’ve found that knowing what to say, to whom, and when can dramatically improve your traveling experience. Below are some great travel tips that I recently saw in … Continue reading

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How To Agree To Disagree: A Useful Example by Rachel Maddow

What You Say When You Can’t Agree, But Want To Continue The Discussion by Gene Griessman, Ph.D. If the other individual has expressed a point of view that you can’t agree with, and you’ve had a chance to say what … Continue reading

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