Blog: The Negotiation Edge

This blog was originally published on 03/6/2017 and updated on 7/16/2020.

Negotiation is an information-gathering process. It’s not about getting your points across. It’s about using Tactical Empathy™ to uncover the information you need to understand exactly where your counterpart is coming from—and then making sure they know that you understand them.

The best negotiators never sit down at the table hoping to get the other side to understand them. Just like Stephen Covey, author of The 7 Habits of Highly Effective People, suggests, “Seek to understand before being understood.” 

Is it ridiculous to think you can negotiate without saying a word? 

The infamous ratio The Black Swan Method™ teaches is 7:38:55. This means that the meaning of a message is the sum of words (7 percent), tonality (38 percent), and body language (55 percent).  

Keep reading to learn how to use nonverbal communication in negotiation.

The Black Swan Group often talks about what you can do to become a more effective leader. But if your goal is reaching your full potential as a leader, learning leadership behaviors to avoid is equally important.

Keep reading to learn more about four leadership behaviors to avoid—and what you can do instead to unlock that full potential.

The Black Swan Group often recommends using Labels™ to describe emotions that are displayed, verbalized, or implied but not directly articulated. In this negotiation skills training post, we will explore Mislabels—the Label’s counterpart.

At a high level, The Black Swan Group believes that all negotiations are the same. Whenever you find yourself in a negotiation, regardless of the circumstances:

• You and your counterpart will both need something from each other. 
• Both of you will also need to manage negative emotions. 
• You’re going to look like a threat when the negotiation gets started.
• Ultimately, you want to get to a place where your counterpart is solving problems for you.

These concepts apply to every single negotiation. 

Modern real estate agents face an unprecedented market. Right now, there is a shortage of inventory that has never been seen before. As a result, houses are selling for $200,000, $500,000, and even $1 million over the asking price. 

To close deals in this market, agents need to rewire how they think when representing a buyer and negotiating on their behalf. 

Let’s face it: The business world isn’t always easy for women. 

No matter how accomplished and experienced we are, it seems like it’s only a matter of time before a counterpart will use our womanhood against us—or at least try to.

As the saying goes, practice makes perfect. 

Incorporate these negotiation exercises into your routine to increase the chances that your next deal goes off without a hitch.

No matter how good of a real estate negotiator you are, you can always improve.

Here are five exercises expert real estate agents practice regularly to sharpen their skills and achieve better outcomes.

A Thought-Shaping Question™ shapes your counterpart’s thoughts and makes them realize things they might not have thought of otherwise. They are different from Calibrated Questions™ (e.g., What challenges do you face? or How do you handle this process internally?), which are designed to uncover data.

It’s not always easy for women to be confident in the world of high-stakes negotiations. After all, women and men are often treated differently in the workplace, so many women face an uphill battle when they sit down at the table.

Here are some negotiation tips for women to keep in mind to ensure your next engagement delivers the results you’re hoping for.