A flat-out “yes” is a scary thing to say. “Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you the set-up “yes” question, your gut tightens and you ask yourself, “Where […]
Sebastian had spent most of the late morning into the early afternoon, one day in July, being exposed to the Black Swan method of labels and mirrors. Having already read “Never Split the Difference,” he was anxious to see and […]
At the Black Swan Group, our instructors have been spreading the gospel of empathy and the techniques used to demonstrate it for years. We have trained thousands of people all over the globe on how to apply techniques developed in […]
What happens when you trigger “That’s right” several times in a salary negotiation? How about getting a salary offer 41% higher than you expected?
Two weeks ago, I attended the SaaStr 2017 conference in San Francisco. It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as well as marketing and sales geniuses. They meet once a year to network, listen to speakers […]
“Maybe” I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started treating every “maybe” as if it were a “no”.
This rule will make this an even better holiday season for you and everyone your words touch.
In a Q & A session I did for the internet based forum Quora: I answered the question “What’s the worst mistake you can make in salary negotiations?” with this answer: “Simply saying “yes” or “I accept” to an offer.
Master this way to say “no” that doesn’t kill your deals and instead leads to success.
The most dangerous negotiation is the one you don’t know you’re in. Last June, Taylor Swift wrote one of the most elegant confrontations in the history of individuals confronting multinational corporations. Ever. I was so blown away I had […]