Communication Techniques

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...

Communication Techniques

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...

Negotiation Tactics

4 Experts, 1 Game-Changing Strategy: Mastering No-Oriented Questions in Negotiations

Negotiations are not about manipulating or coercing; they're about creating an environment where trust and collaboration thrive. At The Black Swan...

Communication Techniques

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...

Communication Techniques

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...

Communication Techniques

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...

Communication Techniques

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...

Communication Techniques

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...

Communication Techniques

Key Concerns for Different Negotiation Conflict Personality Types: Likability vs. Being Liked

In the world of high-stakes negotiation, understanding the interplay between likability and the psychological need to be liked is crucial. These two...

Communication Techniques

Why You Want to be Likable More Than Being Liked for Successful Negotiations

The Premise of Likability vs. Being Liked in Negotiation In negotiation, the concepts of being likable and being liked are often confused, yet they...

Communication Techniques

Overcoming Sales Objections Part 3: Decision-Maker and Trust-Related Sales Objections

Handling objections related to decision-makers and trust is crucial for closing sales. The Black Swan Group’s approach focuses on understanding how...

Communication Techniques

Overcoming Sales Objections Part 2: Budget and Provider Objections

Budget constraints and existing provider relationships are two of the most common objections faced by salespeople. These objections, often leave...