Emotional Skills and Lie Detection for Negotiators and Lawyers
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Dodging Lies: Be Specific

Dodging Lies: Be Specific
Negotiation & Negotiation Training - Mar 6th, 2011 | No Comments
Money magazine reports 23% of applicants lie about their salary when they apply for a  job. Shocking enough, but more shocking that they offer advice on how applicants can fudge it!  Good news: I’ve got some real antidotes. They’ll help you dodge job lies – and many others – even from...
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The Scared Landlord

The Scared Landlord
Negotiation & Negotiation Training - Jan 26th, 2011 | 1 Comment
Using Paul Ekman’s microexpression awareness means a real leg up in negotiations.  Take renting an apartment. I stopped by an open house, with no other potential tenants in sight. “Not many people here today,” I said to the apartment’s owner, not knowing whether I was late or whether there simply...
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Jet Lag

Jet Lag
Negotiation & Negotiation Training - Jan 14th, 2011 | No Comments
Clark before Harvard Business School lie detection lecture: blue light to enhance emotions and battle jet lag A key emotional skill for lawyers, mediators and other negotiators: managing jet lag. Research shows air travel increases negative mood for many of us. And negative mood is bad news for...
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Sheena Iyengar discusses her book, THE ART OF CHOOSING

Sheena Iyengar discusses her book, THE ART OF CHOOSING
Negotiation & Negotiation Training - Feb 23rd, 2010 | No Comments
In her new book THE ART OF CHOOSING, Columbia University professor Sheena Iyengar, a leading expert on choice, sets herself the task of helping us become better choosers. She asks fascinating questions: Is the desire for choice innate or created by culture? Why do we sometimes choose against our best...
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Financial Planners: Lying or ???

Financial Planners: Lying or ???
Negotiation & Negotiation Training - Dec 29th, 2009 | No Comments
Here’s how emotional skills and lie detection help you get better service at cheaper prices from financial planners.  I went from paying close to $20,000 a year for a mix of high-powered, low-cost funds to paying only $3,000 a year for better service. Background: of course, Vanguard saves you money, but...
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