How To Continue to Maintain and Build Your Negotiation Competency

The standard answer is practice, practice, practice. Repetition; however, is the mother of skill, but what you are practicing is just as important. If you want to be better at basketball, you aren't doing yourself many favors on the golf course. If you want to be better at negotiation, you aren't doing yourself much good reverting to bad communication habits like "tell me more" and trying to...

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The True Power of “Yes”

A flat-out “yes” is a scary thing to say. “Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you the set-up “yes” question, your gut tightens and you ask yourself, “Where is this going? If I say ‘yes’, then what have I let myself in for?” So let’s recognize that and use it. I was coaching a film-maker here in LA. She’s got a deal-killing attorney...

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Like Seeing A Unicorn

Sebastian had spent most of the late morning into the early afternoon, one day in July, being exposed to the Black Swan method of labels and mirrors. Having already read “Never Split the Difference,” he was anxious to see and hear the practical application of the skills. Turns out, Sebastian was a quick study. As soon as the class concluded, he was chomping at the bit to see if the skills would...

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How To Negotiate Your Way to 3 Billion Dollars Like Jimmy Iovine

Jimmy Iovine is the business partner of Dr. Dre (American rapper, record producer, and entrepreneur). Iovine cut the deal that sold Beats to Apple for 3 billion dollars. The story of how they got there is the subject of the phenomenal HBO documentary special “The Defiant Ones.” I had to watch it 3 times to begin to catch the nuances of a Iovine’s brilliant style.

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3 Guidelines For Negotiating Like a Pro

Traditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument over points.   Typically a negotiation begins with one side stating what their issues are and what they want. Next, the other side does the same thing. In the end, if a deal is made both sides feel like they could have gotten more or they stuck it to...

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How To Confront And Win A New Friend

I moved into a new apartment.  The parking spaces are tiny. Not only is my neighbor parked right on the line, I need them to actually move to the other side as far as possible to make extra room for me because I drive a salsa red pearl Toyota 4-runner and there is no way I want anything to happen to that sexy paint-job

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Do You Get It?

At the Black Swan Group, our instructors have been spreading the gospel of empathy and the techniques used to demonstrate it for years. We have trained thousands of people all over the globe on how to apply techniques developed in the world of hostage negotiations to business and other personal interactions. Of those thousands, as an instructor, I wonder at times how many don’t get it? 

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The #1 Key To Giving Yourself Negotiation Superpowers

To quote legendary extreme skier/BASE jumper, Shane McConkey “What I do on the hill is find an interesting way to do something fun.” Flow. Near perfect calm, precise perception and incredible decision making. Focus.

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3 Ways To Uncover Black Swans That Will Boost Your Deals

However you get into an interaction, whether you have had ample time to prepare or you have been thrown into the fires of Mount Doom, it is always good to have basic guidelines to abide by. Here are three we tend to lean on because of their influence on human nature reaction.

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How To Unlock The Floodgates of Truth Talk

With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that are meant to be answered with a “yes.” Your best tools are statements based on observations. Labels and cold reads. They extend thought processes, helping people open up the flow of what they are thinking and causing them to say it out loud. Is it crazy to think this would work for you and your...

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