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Empathy: A Missionary & Mercenary Skill
The reason I try to make it a point to use empathy in all negotiations and most conversations is because I have had the luxury of experiencing how...
At The Table
In every negotiation there is information that can only be obtained at the negotiation table, these bits of information will often change everything...
The Best of Chris Voss & Derek Gaunt (The Edge Year 1)
Chris is the President and CEO of The Black Swan Group, a negotiation consulting firm he started in 2008. Prior to his entrepreneurial crusade he was...
Assertives Beware!
Last month I wrote an article giving some insight into the three negotiator types by using 3 head football coaches in the NFL as comparison: Pete...
3 Coaches/3 Negotiator Types – Which are you?
It is football season again and I couldn’t be happier. I also can’t help but see how the things we teach about negotiation are incorporated in all...
Assumptions: Negotiation Mistakes That Haven’t Been Made Yet
Everyone pretty much knows the old saying about assumptions making a you know what out of both you and your counterpart. While personally I am not...
Is Timing Really Everything?
The answer to this question has solely to do with the notion of how negotiator types perceive good use of time. Something to keep in mind for those...
The Rule of 3
If you are involved in business you will have most certainly experienced a situation where there was an effort made to come to an agreement with...
Ignore Human Nature at Your Peril
This phrase is one of the negotiation philosophies we live by at Black Swan. It is amazing how much you can get accomplished in any given...
3 Problems With “I am Normal”
1. Our unconscious reaction to those who see things differently from us is they’re “abnormal.”