Blog: The Negotiation Edge

In every negotiation, each side has things they need to have and things they want to have. 

It is a common problem. You’ve locked down a tentative agreement with a counterpart, and the action is supposed to take place by May 1. But it is now June 15, and nothing has happened. They’re not calling you back or responding to your emails, but you still want to close the deal. What do you do?

What makes a good negotiator? Constant practice and a dedication to learning. And what’s one way you can continue learning? Read. Here are two must-read books for negotiators.

When you’re hired as a police officer in the public sector, you get paid the same whether you are a man or a woman. Compensation is largely based on experience.

A lot of salespeople go into meetings with potential buyers and spend their time trying to educate them about their products.

But that’s awareness stage stuff. It’s really the job of marketing, and not what your counterpart who’s already agreed to sit down at the table needs to hear. 

Every top-performing sales team is focused on the same thing: getting consistently better results over time. 

These days, people aren’t going to conferences and in-person events anymore, and it appears as though that will remain the case for the foreseeable future. 

Every negotiator wants the same thing: getting exactly what we want every time we sit down at the table.

What are The Black Swan Group’s 7 Deadly Sins of Negotiation™ and how can you ensure you don’t fall victim to them? Here’s what you need to know.

The first time I ever handled a hostage negotiation, the whole thing was over in five minutes. I thought that negotiation was easy and that I was a natural.