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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...
Women and Tone
In the workplace, a woman’s tone of voice has a profound impact on how she’s perceived. If a woman should ever be wrongly thought of as whiny or...
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 Negotiation Techniques Every Attorney Should Use
Author Raheel Farooq famously said: “Arguing with a lawyer is not the hardest thing in the world; not arguing is.” Everyone wants to make their...
7 Ways to Navigate Complex Contract Negotiations
Deals are rarely easy in real estate. In most cases, it’s only a matter of time before complex contract negotiations begin. Next time you find...
Negotiation Skills Training: The Art of the Curiosity Mindset™
When you’re in a negotiation, there are two layers to the conversation: a presenting dynamic or emotion and a latent dynamic or emotion. Most...
Using the C.A.V.I.AA.R™ Method to Prep for Negotiations
Any time you are about to sit down at the table when the stakes are highest, you’re under a lot of pressure. To get the outcomes you’re aiming for,...
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...
3 Benefits of Dynamic Silence™️ in 2023
“Speech is silver, silence is golden” is an old proverb thought to originate in Arabic culture.
What Are the Laws of Negotiation Gravity™?
The Black Swan Group’s Laws of Negotiation Gravity™ are negotiation laws we’ve proven true through trial and error and neuroscience.
Overcoming Weaknesses as a Negotiator: Analyst Personality
Whenever we sit down at the table, we need to understand that the counterpart is not the same person as us. Assuming they think like you and share...