Why Logrolling Negotiation Is Garbage (And What to Do About It)

By Chris Voss | October 28, 2019

There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage

  1. It’s a compromise.
  2. It’s lazy.
  3. It assumes a zero-sum game.
  4. It lacks tactical empathy. 
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What to Do If You Are Stuck in a Bad Faith Negotiation

By Chris Voss | October 21, 2019

The most dangerous negotiation is the one you don’t know you’re in. 

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What Does a "Collaborative Negotiation" Look Like?

By Chris Voss | October 14, 2019

How do you set a tone of collaboration that sticks—especially with someone that sees the negotiation as win-lose, and they want you to lose?

It’s easier than you might think. 

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The Simple Negotiation Exercise You Can Try Today

By Chris Voss | October 07, 2019

The most dangerous negotiation is the one you don’t know you’re in.

Luckily, there’s an easy way to become aware of this: If the words I want or I need are about to come out of your mouth, then you’re about to enter into a negotiation.

Next time this is happening to you, try this little exercise that works like a charm every time. It’s easy peasy, and it’s great practice for the cold read and a quick accusations audit.

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The Top 12 Must-Read Books for Expert Negotiators

By Chris Voss | September 30, 2019

As MIT Professor Peter Senge once said, “the only sustainable competitive advantage is an organization’s ability to learn faster than the competition.”

How do you learn faster than the competition? Read. 

As a bonus, reading is also enjoyable and fulfilling. 

With that in mind, here are 12 books that should be in any expert negotiator's library.

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How Leadership Failure Can Look Different Than You Might Think

By Derek Gaunt | September 23, 2019

To many, leadership failure looks like a toxic boss scolding their employees and causing a mass exodus.

But true leadership failure comes in other forms.

For example, when organizations don’t understand the value of empathy.

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How Expert Negotiators Use “No” to Close

By Chris Voss | September 16, 2019

Yes is a useless word.

When anything is really important, we don’t even bother with yes. It’s B.S. anyway and almost always fake.

When it’s important and we have to close, our goal is to get a no.

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5 Commonly Overlooked Characteristics of Effective Leadership

By Derek Gaunt | September 09, 2019

Leaders have the power to make or break a company.

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Our 10 Most Popular Negotiation Terms That You Need to Know

By Brandon Voss | August 26, 2019

At Black Swan, we have a handful of negotiation terms that you’ve likely heard us say over and over again. Why? We are not in the business of reinforcing things that don’t affect your ability to influence your bottom line.

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Influencing with Tactical Empathy: A Glimpse into our Negotiation Seminars

By Brandon Voss | August 19, 2019

You’ve read the book. You keep tabs on our blog. Now, in an effort to sharpen your negotiation skills even further, you’re thinking about attending one of our live events. But maybe you don’t know what to expect—which is why you should continue reading. 

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