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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 Deal with a Boss Who’s a Bully (and a Micromanager)
The secret to getting the upper hand in a negotiation is giving the other side the illusion of control. There is great power in deference, especially...
How Social and Emotional Intelligence Leads to Strong Negotiation Skills
The best negotiators are all focused on the same thing: using Tactical Empathy™ to understand what is making their counterpart tick and influencing...
4 Ways Active Communication Can Lead to More Deals
Many humans have a hard time communicating clearly with other people. More often than not, we beat around the bush and talk in roundabout ways...
How to Improve Your Communication Skills to Network Effectively
We’re all drawn to interesting people. Here’s how to improve your communication skills and become the most interesting person in the room. Start with...
Negotiation Tactics and Leadership: Why the Two Work Together
Leaders are charged with promoting their organization’s mission and getting people to produce. To influence your direct reports to do what you want...
Components of Emotional Intelligence in Negotiation
The best negotiators and most effective leaders possess high levels of emotional intelligence, or a high emotional quotient (EQ), meaning the ability...
How to Improve Sales Skills by Making Connections
When many people sit down at the table with potential clients, the obvious goal is to make a connection. A good connection can create a lasting...
When to Focus an Accusation Audit™ Internally and Externally
If you’re new to the term, an Accusation Audit™ is a negotiation technique used to proactively address the negatives likely harbored by the other...
Communication and Negotiation Techniques When Dealing with a Board
When you deal with a board, you’re in a high-stakes negotiation. Whether your goal is buying a company, getting investment in a fund, or encouraging...
Negotiation Training: The Top 10 Black Swan Go-To Labels™
At Black Swan, we’re huge proponents of using Labels™ to arrive at the best outcomes. With an effective use of Labels, you’re able to unearth what...
How to Demonstrate Leadership in a New Role
When they start new roles, some leaders feel tempted to institute changes right away to make an immediate impact. Unless it’s an emergency, there is...