Blog: The Negotiation Edge

The secret to gaining the upper hand in negotiation is to give the other side the illusion of control.  If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away. 

Here’s how to flip the control dynamic on it’s head and enjoy the process. 

The Accusations Audit. (And the crazy thing is women are killing it with this!) 

Across the board, our clients are hitting the biggest home-runs by leading with this strategy. From divorce negotiations, to astounding deals with insurance companies that even ambulance chasers wouldn’t take, to multi-million-dollar government contracts.

Even I had forgotten how effective this is.

The “late-night FM DJ” voice combined with “How am I supposed to accept that?”

I was just getting in some practice and was shocked when I got my way. I knew I had violated their “rules” and was technically asking for a refund after the deadline had expired.

Marcus Lemonis would have been a great hostage negotiator.

“I understand you guys have rights and remedies under the agreement to pursue whatever it is and I respect that. We will accept whatever the consequences are.”

What The Black Swan Group teaches is applicable to our daily lives, including family and friends this holiday season! Proactively tell people you care about what you’ve loved about them, even if it isn’t showing itself at the moment, and watch the great result.

Here’s a great story that recently shared with me. I realized it was a great example of the results from proactively nurturing “positives”.

How do you overcome the objection every time? Live by 2 rules:

1. Treat every stated objection as a counter-offer in disguise – an implied agreement.
2. The stated objection isn’t the real problem. It’s blocking for an emotional one.

Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the night, you need to rethink your communications with them. Learn 3 ways to avoid this in your conversations.

Negotiation advice will tell you these "tactics" are lead to success. We've found that these 3 common habits are completely ineffective. Avoid these and increase your chances of negotiation success.