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5 Negotiation Steps That Will Close Your Next Deal
In an ideal world, closing deals would be easy. And with the right approach, it sometimes is. Before sitting down at the table next time, take these...
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...
4 Key Components to a Successful Email
People often ask me if I have any tricks for negotiating over email. Here’s my first tip: Stop doing it. Every email exchange should be an attempt to...
How to Demonstrate Leadership During a Crisis
The way someone acts during a crisis is a telltale sign of whether they’re a good leader or a mediocre one. In the world I came from—the world of...
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...
The 5 Roles of a Successful Leader
What does it take to be a successful leader? It’s not an Ivy League education, it’s not good looks, and it’s not gobs of money, either. Great leaders...
The Black Swan Leadership Framework
Great leaders inspire their teams to do their best work. And that begins by using philosophies that are born out of high-stakes hostage negotiations....
Why You Should Invest in Negotiation Training
No matter how good a negotiator you are, you can always be better. What it all boils down to is that everyone can continuously improve their...
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...
Negotiation Tactics to Use Over Email, on the Phone, and Face to Face
Whenever you interact with someone—whether it’s over email, on the phone, or face to face—they tend to remember two things about your encounter: The...
How to Get Your Counterpart to Bid Against Themselves
You may not think that it’s easy to get the other side to bid against themselves. But you’d be wrong. When you’re selling something, there’s a price...