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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...
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...
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...
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...
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...
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...
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...
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...
Negotiation Skills for Handling Sales Objections More Effectively
Handling sales objections effectively is crucial for any salesperson. Too often, objections are taken at face value, leading to missed opportunities...