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Introducing "Ego, Authority, Failure" by Derek Gaunt
Are your employees struggling to stay motivated? If so, it might be them. But there’s a good chance that it’s actually you. In today’s business...
Communication at Work: Why Hearing 'No' Should Be Your Goal
Many of the negotiation techniques we teach at Black Swan Group are part of a “no” strategy. We discuss ways to make “no” work for you in a...
How to Deal with a Liar During Negotiations
Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In...
The Four-Step Process To Get You Better Offers
After receiving an offer, you may be asking yourself, “How do I know I got everything that I could have gotten?”
Communication at Work: Are You Being Too Nice at the Negotiation Table?
When we’re faced with a difficult negotiation, many of us make the mistake of thinking that niceness will help us get what we want. To make ourselves...
Communication at Work: How to Nail Your Elevator Pitch
I’ll be honest—I’m not a fan of the elevator pitch. The idea of preparing a 30-second sales speech in which you explain your idea or solution and why...
Active Listening: What It Is and Why It Matters in Negotiating
The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that...
3 Books to Read in Q1 of 2019 to Become a Better Negotiator
If you’re looking to sustain a competitive advantage, make a habit out of reading. Devoting yourself to just one chapter a night will keep...
5 Effective Communication Techniques for Managing People
There’s no shortage of bad managers in the world. Most of them aren’t inherently evil people—they’re simply poor communicators. Being an effective...
3 Ways People Take Themselves Hostage in Negotiations & How to Fix It
As a professional negotiator, I’ve witnessed a fair share of negotiation mishaps and mistakes. When conversations and deals fall apart, it’s usually...
Mastering the Art of First and Last Impressions
Although first impressions don’t always stick, they do inform how much time, attention, and trust you earn right off the bat. On average, first...
7 Negotiation Techniques for Introverts
If you’re not outgoing, then the thought of initiating a negotiation and stepping out of your comfort zone can feel especially uncomfortable. Below,...