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Influencing with Tactical Empathy: A Glimpse into our Negotiation Seminars
You’ve read the book. You keep tabs on our blog. Now, in an effort to sharpen your negotiation skills even further, you’re thinking about attending...
How to Use the Key to Tactical Empathy
Everyone who grasps the importance of that’s right is making incredible breakthroughs in their negotiations. They are killing it. And you will, too....
Using Personality Types to Improve Your Sales Skills
As American novelist Kurt Vonnegut wrote, it takes all kinds of people to make up a world.
Bullsh*t On Compromise
The Black Swan Group is here to call “bullshit” on compromise—exactly as we did in our book. Here are two reasons why.
Are You Tactical-Empathy Curious?
First things first: Watch this absolutely hilarious Chris Voss TEDx talk on tactical empathy.
What's the Difference Between Active Communication and Active Listening?
In negotiation training, the terms “active communication” and “active listening” get thrown around often. While these two terms share commonalities,...
The 3 Laws of Leverage
There are generally three ways to think about leverage in negotiations:
Active Listening: What It Is and Why It Matters in Negotiating
The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that...
7 Negotiation Techniques for Introverts
If you’re not outgoing, then the thought of initiating a negotiation and stepping out of your comfort zone can feel especially uncomfortable. Below,...
3 Scenarios to Practice Your Negotiation Skills
There’s one commonality that all effective negotiators share: they consciously make the decision to negotiate in their daily lives. It may sound...
5 Elements of Emotional Intelligence to Use During Negotiation
As former FBI negotiators and professional negotiation coaches, we spend a lot of time thinking and talking about emotional intelligence (EQ)....
5 Negotiation Techniques That Work
Our work and personal lives are filled with negotiations. Some are small negotiations, such as what movie to watch or who should be responsible for...