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Why You Want to be Likable More Than Being Liked for Successful Negotiations
The Premise of Likability vs. Being Liked in Negotiation In negotiation, the concepts of being likable and being liked are often confused, yet they...
Overcoming Sales Objections Part 3: Decision-Maker and Trust-Related Sales Objections
Handling objections related to decision-makers and trust is crucial for closing sales. The Black Swan Group’s approach focuses on understanding how...
Overcoming Sales Objections Part 2: Budget and Provider Objections
Budget constraints and existing provider relationships are two of the most common objections faced by salespeople. These objections, often leave...
Negotiation Skills for Handling Sales Objections More Effectively
Handling sales objections effectively is crucial for any salesperson. Too often, objections are taken at face value, leading to missed opportunities...
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...
The Negotiation Skills Every Agent Needs to Survive the New Real Estate Market!
As the real estate industry encounters transformative shifts due to the recent National Association of Realtors (NAR) ruling, effective August 17,...
Mastering Heated Negotiations: Key Questions to Keep Your Cool
When negotiations get heated, it's essential to manage both the conversation and your own emotions effectively. Here are the key questions I ask...
3 Negotiation Pitfalls You Must Avoid
We all wish we had a perfect batting average. Even the Major League Baseball record holder, Ty Cobb, had a batting average of .366. Whether in...
Addressing possible Deception in a Negotiation
In the realm of negotiation, detecting deception is critical. However, it's also one of the most challenging aspects to master. Deception detection...
You vs. Irrational Behavior: Win Any Negotiation with These Tactics
In my years as a hostage negotiator, I've faced some of the most intense, high-emotion situations you can imagine. But here's the thing: whether...
Unlocking Negotiation Success: Key Strategies for Prepping Like a Pro
Many of us believe we are proficient listeners. We lead successful lives, often attributing our communication skills to our achievements. However,...
How You Can Address Negativity During Negotiations
Negotiations can often feel like navigating a minefield, where misunderstandings and unmet expectations give rise to negativity that can derail...