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My Advice for Real Estate Negotiators
Real estate is tricky business whether you’re representing buyers or sellers. There’s so much on the line, and emotions often run wild. At a full...
The Black Swan: What It Is and How to Find It
In general if someone refers to something as being a black swan they’re referencing it as a completely unexpected or unpredictable but extremely...
COVID-19 Pandemic: How to Deal with Everything Being Renegotiated
If you haven’t been in renegotiation yet, you will be before the COVID-19 pandemic is over. The Black Swan Method™ was born out of crisis...
How To Negotiate To Fix Your Deals During The Coronavirus Fall-out
I will be blunt: This is a total sh*t show. Here’s how to negotiate with your vendors, clients, counterparts, and colleagues so we all survive and...
How to Negotiate with Procurement
Procurement is an entity that tends to strike fear into the hearts of most salespeople and many executives. Interestingly enough, that’s who the...
What’s Wrong (and What’s Right) with ‘Always Be Closing’
What’s wrong with “always be closing”? To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always...
How to Use Body Language as a Negotiation Tactic
Negotiation isn’t always about the words you say and the way you say them. Nonverbal cues often play a crucial role in how things go when you’re...
Unwilling to Make Concessions in Negotiation?: Do This Instead
You’ve got a logjam. The other side has dug in. Your boss may want you to make this deal or maybe there’s something else motivating you to work it...
Labels vs. Questions: Unlocking ‘The Floodgates of Truth Talk’
Labels are the best information-gathering device out there. Bar none. This is so true that Brandon Voss of The Black Swan Group has even designated a...
How to Write a Salary Negotiation Email
You’ve landed a new job or been offered a promotion. Awesome. How do you get paid more? Use the following subject line and then follow The Black Swan...
What's the Deal with Anchoring in Negotiation?
Anchoring, or establishing a reference point in a negotiation, is a technique that can help you get the best deals. But it doesn’t always work that...
Why Logrolling Negotiation Is Garbage (And What to Do About It)
There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage It’s a compromise. It’s...