How to Negotiate

The Right Way to Use Leverage in a Negotiation

There’s a fundamental mindset problem with trying to gain negotiation leverage: You’re trying to take advantage of the other side or the situation at...

Negotiation Tactics

Negotiation Tactics to Use Over Email, on the Phone, and Face to Face

Whenever you interact with someone—whether it’s over email, on the phone, or face to face—they tend to remember two things about your encounter: The...

Negotiation Tactics

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 Negotiate

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....

Negotiation Tactics

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.

Negotiation Tactics

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.

Negotiation Tactics

Are You Tactical-Empathy Curious?

First things first: Watch this absolutely hilarious Chris Voss TEDx talk on tactical empathy.

Communication Techniques

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,...

Negotiation Tactics

The 3 Laws of Leverage

There are generally three ways to think about leverage in negotiations:

Negotiation Tactics

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...

Negotiation Tactics

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,...

Preparing to Negotiate

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...