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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...
5 Signs of Bad Leadership (And How to Correct Them)
Though the best leaders inspire their teams and help their organizations achieve incredible results, the worst ones draw the ire of their direct...
4 Leadership Exercises You Can Try Today
No matter how good a leader you are, you can always improve. The next time you enter a difficult conversation in the workplace, here are four...
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...
The Right Way to Use Leverage in a Negotiation
There’s a fundamental mindset problem with trying to gain negotiation leverage: You’re trying to take advantage of the other side or the situation at...
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...