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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...
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...
Mastering Heated Negotiations: Key Questions to Keep Your Cool
When negotiations get heated, it's essential to manage both the conversation and your own emotions effectively. Here are the key questions I ask...
Addressing possible Deception in a Negotiation
In the realm of negotiation, detecting deception is critical. However, it's also one of the most challenging aspects to master. Deception detection...
You vs. Irrational Behavior: Win Any Negotiation with These Tactics
In my years as a hostage negotiator, I've faced some of the most intense, high-emotion situations you can imagine. But here's the thing: whether...
The Magic Wand of Negotiation
“I need you to wave a magic wand.” This is the latest Black Swan Method Jedi phrase to accomplish things no one else can do and get people to move...
6 Surprising Signs Your Deal is Going to Fail Miserably
We don’t teach backup plans at The Black Swan Group—we teach pre-emptive plans so that a backup plan is never needed. Our philosophy is that you...
This is Why Everything is Really a Negotiation
What’s negotiation anyway? When most people think about negotiation, their mind immediately goes to bickering about price.
3 Places You Need to Be Using an Accusation Audit®
To help clients get the negotiation outcomes they’re aiming for, The Black Swan Group advises using Accusation Audits®, a preemptive technique...
5 Ways Tactical Empathy Can Assist You In Getting What You Want
Why do some people appear to be more persuasive than everyone else? Contrary to what you might think, the ability to gain influence in a negotiation...
How Using Labels™ Can Help You Close More Deals
A Label™ is a negotiation skill that enables us to bring thoughts and sentiments left unsaid by our counterpart to the surface.
How to Use Labels™ to Neutralize Negative Emotions in a Negotiation
Humans are wired to think negatively.