Communication Techniques

Polite to Powerful: The Two-Millimeter Shift to Elevated Conversations

Tell me more… At first glance, the phrase “Tell me more” seems like an impactful and thoughtful statement. Often, it is used as a polite prompt to...

Communication Techniques

6 Powerful Strategies for Turning Disappointment Into Opportunity

Moving on from disappointment without burning bridges is a delicate balancing act. It requires self-awareness and the right communication techniques...

Communication Techniques

Taking the Mystery Out of Calibrated Questions

Taking The Mystery Out Of Calibrated Questions “Why did you do that?” Did that question make you feel all warm and fuzzy? No. Us either. “Why” type...

Communication Techniques

Stop Chasing 'Yes': The Game-Changing Negotiation Hack You Need to Know

For years, the negotiation world was obsessed with chasing "yes." We’ve been conditioned to believe that every step toward an agreement should be...

Communication Techniques

How Negativity Is Silently Destroying Your Relationships—And How to Stop It

Transforming Negativity into Growth: How Tactical Empathy Can Save Your Relationships and Negotiations Negativity can be one of the most destructive...

Communication Techniques

The Questions That Will Tank Your Negotiation (and What to Ask Instead)

If you’ve been in any negotiation, you know that the questions you ask aren't just about gathering information—they’re tools that shape the dynamics...

Communication Techniques

Understanding Tone and Triggering: A Story of Communication Dynamics

Imagine walking into a negotiation room, where three distinct characters are waiting to discuss a deal. There's the Analyst, quietly focused on their...

Communication Techniques

Mastering Negotiations: Countering Yes Tie-downs for Greater Control

What Steps Are Necessary To Counter The Use Of Yes Tie-downs? The Black Swan Group works hard to give you the edge in negotiations and difficult...

Communication Techniques

Key Concerns for Different Negotiation Conflict Personality Types: Likability vs. Being Liked

In the world of high-stakes negotiation, understanding the interplay between likability and the psychological need to be liked is crucial. These two...

Communication Techniques

Why You Want to be Likable More Than Being Liked for Successful Negotiations

The Premise of Likability vs. Being Liked in Negotiation In negotiation, the concepts of being likable and being liked are often confused, yet they...

Communication Techniques

Overcoming Sales Objections Part 3: Decision-Maker and Trust-Related Sales Objections

Handling objections related to decision-makers and trust is crucial for closing sales. The Black Swan Group’s approach focuses on understanding how...

Communication Techniques

Overcoming Sales Objections Part 2: Budget and Provider Objections

Budget constraints and existing provider relationships are two of the most common objections faced by salespeople. These objections, often leave...