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How to Answer All Their Questions
Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information...
The Best “1-2 Punch” In Negotiations
Even I had forgotten how effective this is. The “late-night FM DJ” voice combined with “How am I supposed to accept that?” I was just getting in some...
Using The Power of Silence To Get More
Falling silent, also known as the effective pause, is a powerful tool to use during interpersonal communication. It is a skill in which you...
2 Key Ways To Make Your Counterpart The Problem Solver
We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning...
Protect Your Profit like Marcus Lemonis
Marcus Lemonis would have been a great hostage negotiator. “I understand you guys have rights and remedies under the agreement to pursue whatever it...
How To Have More Joy This Holiday Season
What The Black Swan Group teaches is applicable to our daily lives, including family and friends this holiday season! Proactively tell people you...
How To Overcome The Objection Every Time
How do you overcome the objection every time? Live by 2 rules: Treat every stated objection as a counter-offer in disguise – an implied agreement....
3 Ways to Influence Behavior
How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in...
Bridging the Gap: Why Hostage Negotiation Is Successful In Business
Last week, I was presenting basic negotiations concepts to a group of CEOs and senior managers. About 45 minutes into our talk, one of the...
VIDEO - Why “Yes” Is Killing Your Deals
Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that...
3 Keys to Negotiation
No matter who you talk to there is an agenda. Even if that agenda is on a personal level and it happens to be catching up or shooting the breeze.
2 Techniques To Fend Off An Attack
Have you ever been in a difficult conversation where the other person appears intent on pulling you into an argument or trading personal attacks? We...