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The Power of 'How Am I Supposed to Do That?' - A Negotiation Perspective
In the high-stakes world of hostage negotiation, words can mean the difference between life and death. During my years as the FBI's lead...
Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.
At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why. When Never Split the...
How To Instantly Create Collaboration to Get What You Want
The Black Swan Group has created a list of 10 Magic Wand phrases to instantly transform any negotiation. I will be revealing each of these in a...
10 Phrases That Reveal (Dangerous) Hidden Negotiations
The most dangerous negotiation is the one you don’t know you’re in.” What hidden negotiations drain your time (your most valuable commodity) each and...
How Fear of Loss and Time Are Negatively Impacting Your Ability to Listen
In the seventh hour of the hostage negotiation, the team psychologist leaned over and delivered a chilling message.
The Stealth Negotiation Superpower: Playfulness
Here’s how I stumbled over the new superpower of playfulness to make a delightful deal…And learned the optimum time of day to make a deal.
The Magic Wand of Negotiation
“I need you to wave a magic wand.” This is the latest Black Swan Method Jedi phrase to accomplish things no one else can do and get people to move...
Fairness in Negotiations: 3 Myths That Hold You Back
“In life, you don’t get what’s fair, you get what you negotiate.” - Chris Voss
Negotiation Training: The Top 4 ‘No-Oriented’ Questions
Yes doesn’t always mean yes. This is why shrewd negotiators don’t aim for yes, but instead try to get their counterparts to say no. In this...
10 Rules You Need to Break Right Now
1. Ask good questions – False You need to gather information–yet people hate being interrogated. Questions create friction, diminish rapport, and...
How To Use Silence To Your Advantage
One of my business school students recently sent me an email that said: “One thing you’ve emphasized in class is using a skill and then shutting up....
10 Phrases That Reveal (Dangerous) Hidden Negotiations
“The most dangerous negotiation is the one you don’t know you’re in.” What hidden negotiations drain your time (your most valuable commodity) each...