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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...
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...
Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.
At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why. When Never Split the...
From Hostage Negotiations to Happy Marriages: The Secret Communication Hack You Need
Let’s dive into one of my favorite topics—relationships. Whether it’s at home, at work, or somewhere in between, relationships are the foundation of...
Polite to Powerful: The Two-Millimeter Shift to Elevated Conversations
Tell me more… At first glance, the phrase “Tell me more” seems like an impactful and thoughtful statement. Often, it is used as a polite prompt to...
6 Powerful Strategies for Turning Disappointment Into Opportunity
Moving on from disappointment without burning bridges is a delicate balancing act. It requires self-awareness and the right communication techniques...
Taking the Mystery Out of Calibrated Questions
Taking The Mystery Out Of Calibrated Questions “Why did you do that?” Did that question make you feel all warm and fuzzy? No. Us either. “Why” type...
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...
Why Accusation Audits are not confessions
Let’s dive into something I get asked a lot: what exactly are Accusation Audits, and why aren’t they confessions? I know, the term sounds a little...
Timing Your Calibrated Question: How to Use “How Am I Supposed to Do That?” Effectively
"How am I supposed to do that?"—it's one of the most powerful phrases in negotiation, but most people fumble the timing. This Calibrated Question, an...
How To Instantly Create Collaboration to Get What You Want
The Black Swan Group has created a list of 10 Magic Wand phrases to instantly transform any negotiation. I will be revealing each of these in a...
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...