Top Highlights

• Every time you leave a long-winded message on an answering machine providing all kinds of information, you put yourself at a disadvantage. How? You’re too anxious and therefore seem needy. Each time you answer a question with much more information than is really called for, you are showing neediness and putting yourself at risk. Every time you set ...
• The rule could not be simpler: If there is any need in this negotiation, it has to be theirs, not yours.
• No talking.
• Compulsive talking is a common issue that hard-driving types have to watch out for at all times.
• Test Drive Sit down at a meeting with the following note placed inconspicuously in front of you: “No talking. Listen.” Now simply talk less than you normally would. Instead, listen more and listen better. Focus intently on what you’re hearing. If you struggle—and you may, because listening is a lot harder than most people imagine—take notes. You’ll...