Negotiation Tactics

3 Coaches/3 Negotiator Types – Which are you?

It is football season again and I couldn’t be happier. I also can’t help but see how the things we teach about negotiation are incorporated in all...

Women Specific Negotiation Skills

Are Women Naturally Better Negotiators Than Men? – Part II

“I always thought women made better negotiators than men.” This was Tom Strentz’s response when I shared with him my experience teaching my class in...

Women Specific Negotiation Skills

Are Women Naturally Better Negotiators Than Men?

I teach a negotiation course at Georgetown University’s McDonough School of Business in the M.B.A. program. If you’re in my course then you’re...

Negotiation Mistakes

Assumptions: Negotiation Mistakes That Haven’t Been Made Yet

Everyone pretty much knows the old saying about assumptions making a you know what out of both you and your counterpart. While personally I am not...

The Market Price (Part 2 of 2)

We left off last month at the FBI’s Critical Incident Negotiation Team (CINT) In-Service training and learning the sobering truth that kidnapping is...

The Market Price (Part 1 of 2)

If I were to ask, “What is the difference between hostage negotiation and business negotiation?” – what would you say? How would you answer? I know...

What do Great Rainmakers Have in Common With Great Hostage Negotiators?

Intuition. Yet, is intuition something magical, that you’re born with? Can you grow it? Is it nature or nurture?

Negotiation Tactics

Is Timing Really Everything?

The answer to this question has solely to do with the notion of how negotiator types perceive good use of time. Something to keep in mind for those...

The Rule of 3

If you are involved in business you will have most certainly experienced a situation where there was an effort made to come to an agreement with...

Preparing to Negotiate

Ignore Human Nature at Your Peril

This phrase is one of the negotiation philosophies we live by at Black Swan. It is amazing how much you can get accomplished in any given...

Preparing to Negotiate

An FBI Hostage Negotiator Teaches You – The “Chris” Price

As a hostage negotiator, I know that getting a hostage taker to use the hostage’s name humanizes the hostage and makes it less likely they will come...

Contract Negotiations

Value vs. Price

Here are the five things you should consider when trying to identify value.