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Negotiation Training: The 7 Deadly Sins of Negotiation
What are The Black Swan Group’s 7 Deadly Sins of Negotiation™ and how can you ensure you don’t fall victim to them? Here’s what you need to know.
The Most Underutilized Negotiation Skill
The first time I ever handled a hostage negotiation, the whole thing was over in five minutes. I thought that negotiation was easy and that I was a...
What Is The Black Swan Group's Negotiation 9™ (N9™)?
The Black Swan Group’s Negotiation 9™ (N9™) are the nine skills that make it easy to achieve Tactical Empathy™ (TE™) —the best way to accomplish...
Why Good Cop, Bad Cop in a Negotiation is a Terrible Idea
If you’ve ever seen practically any movie that involves police officers, you’re familiar with the good cop/bad cop negotiation strategy. During an...
How to Teach Your Sales Team to Negotiate Better Deals
Whether your sales team is crushing it every month or struggling to reach targets, you can always get better results. One of the main reasons sales...
5 Steps to Assess Your Leadership Skills
Many leaders get to the top, think they’ve made it, and stop trying to improve. The best leaders, on the other hand, understand that leadership is...
Communication Skills: How to Deliver Bad News
In an ideal world, everything would be rosy, and you’d never have to deliver bad news to your direct reports. But there comes a time when every...
Dealing with a Cut-throat Negotiator
The Black Swan Method™ was originally designed for the cut-throat negotiator. Check out this quick clip to learn how to deal with these folks (and...
Communication Skills: How Leaders Can Regain Trust
Even though you’re a leader, you’re still a human being—which means that from time to time, you’re going to make mistakes. That’s just the way it is....
3 Tips to Win Your Next Sales Negotiation in a Virtual World
Many sales negotiations have moved online during the COVID-19 pandemic. Instead of sitting across the table from someone, sales teams are now hopping...
5 Steps to Negotiate Through the Sales Process
If you read my previous post, “Why the Traditional Sales Process Is Wrong,” you know that we’re not big fans of the traditional sales process here at...
Why the Traditional Sales Process Is Wrong
I struggle with the whole idea of the sales process in general. Granted, I haven’t worked in every industry on the planet. But even though I’ve...