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The Power of 'How Am I Supposed to Do That?' - A Negotiation Perspective
In the high-stakes world of hostage negotiation, words can mean the difference between life and death. During my years as the FBI's lead...
How to Stop Negotiating With Yourself
The Black Swan skills are fascinating. Developing them each day keeps your mind nimble and your relationships bomb-proof. Some challenges help you...
Ego-Labeling: The Three Words That Unlock Doors
I was preparing for a high-stakes talk at JP Morgan. Two hours before I went on stage—right before Jamie Dimon, no less—my PowerPoint got flagged for...
The Kill Line: Know When to Walk Away
One of the most memorable learning exercises I remember as a hostage negotiator was conducted in the parking lot of our local police department. We...
Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.
At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why. When Never Split the...
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...
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...
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...
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...
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...
Unlocking Negotiation Success: Key Strategies for Prepping Like a Pro
Many of us believe we are proficient listeners. We lead successful lives, often attributing our communication skills to our achievements. However,...
What’s the Difference Between Sympathy and Empathy?
People always confuse sympathy with empathy, but they are vastly different concepts. At a high level, sympathy is about using common ground and...