How to Negotiate

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...

How to Negotiate

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

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 Negotiate

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...

Salary Negotiation

How to Write a Salary Negotiation Email

You’ve landed a new job or been offered a promotion. Awesome. How do you get paid more? Use the following subject line and then follow The Black Swan...

Leadership Skills

The 4 Defining Characteristics of Effective Leadership

Anyone can be a leader. But not every leader is an effective one. Great organizations are built on the backs of effective leadership. That’s because...

Leadership Skills

Leadership Behaviors That the Experts Swear By

Employees don’t quit because they hate their jobs. In large part, they quit because they hate their managers. On the flip side, great managers have...

Preparing to Negotiate

What's the Deal with Anchoring in Negotiation?

Anchoring, or establishing a reference point in a negotiation, is a technique that can help you get the best deals. But it doesn’t always work that...

Preparing to Negotiate

Why Logrolling Negotiation Is Garbage (And What to Do About It)

There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage It’s a compromise. It’s...

How to Negotiate

What to Do If You Are Stuck in a Bad Faith Negotiation

The most dangerous negotiation is the one you don’t know you’re in.

Preparing to Negotiate

What Does a "Collaborative Negotiation" Look Like?

How do you set a tone of collaboration that sticks—especially with someone that sees the negotiation as win-lose, and they want you to lose? It’s...

Negotiation Training

The Simple Negotiation Exercise You Can Try Today

The most dangerous negotiation is the one you don’t know you’re in. Luckily, there’s an easy way to become aware of this: If the words I want or I...