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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.
Dealing with an Over-Inflated Ego
For the most part, people don’t understand egos. When our counterpart has an ego, we don’t like it. We call folks with over-inflated egos...
10 Rules You Need to Break Right Now
1. Ask good questions – False You need to gather information–yet people hate being interrogated. Questions create friction, diminish rapport, and...
3 Ways Tone Can Make or Break a Deal
Your tone of voice is the first thing people notice about you. Tone is more than just volume—it’s a balance of your pitch, pace, timbre, intonation,...
3 Signs It’s Time to Cut Your Losses and Move on to the Next Deal
According to Black Swan CEO and founder Chris Voss, it’s not a sin to not get a deal. However, it is a sin to take a long time to not get a deal.
Why You Need to Use No-Oriented Questions™ in a Negotiation
The goal of using No-Oriented Questions™ is to transition out of eliciting a yes response from your counterpart and try to get them to agree by...
4 Ways to Neutralize Manipulative Negotiation Tactics in Any Relationship
The Black Swan Group teaches the power of Tactical Empathy™. Although we encourage clients to defer and subordinate themselves to their counterparts,...
How To Use Silence To Your Advantage
One of my business school students recently sent me an email that said: “One thing you’ve emphasized in class is using a skill and then shutting up....
7 Negotiation Tips for Closing Deals with New Vendors
Every high-performing salesperson is focused on the same thing: closing deals with new vendors as often as possible. For the most part, winning...
How to Use Negotiation Skills to Earn a Free Suitcase
Recently, I helped one of my colleagues “earn” a free suitcase by using Black Swan skills. She was staying at a hotel in Detroit for a work...
Using Calibrated Questions™️ to Win More Deals
When The Black Swan Group™ first started, we taught clients to use Calibrated Questions™ to gather information. Through trial and error, we figured...