Blog: The Negotiation Edge

I’m on the wrong side of customs in Australia, and my bags are still inside. I’m not interested in getting stranded or missing my connection, and I’m also not keen on wearing the same clothes for five days and brushing my teeth with the hotel-provided toothbrush.

Here’s how I got out of this jam: I’m here to sign up for the Stupid American of the Year Award.

But first: How did I get into this predicament to begin with?

We’ve all learned many things due to the COVID-19 pandemic. Over the past few months, we’ve even learned three new things about negotiation:

1. You will be faced with three types of counterparts.
2. Safety, trust, and need are the keys.
3. The Accusation Audit™ is the game changer.

Keep reading to learn more about each of these ideas.

In the world of negotiation, the word yes doesn’t always mean the same thing.

At The Black Swan Group, we teach that there are three different types of yeses:

1. The confirmation yes
2. The commitment yes
3. The counterfeit yes

Here’s how to navigate each of them when you find yourself in the throes of a negotiation.

This blog was originally published on 10/26/2015 and updated on 8/27/2020.

“How do I know whether I’ve gotten everything I could have out of a deal?”

This is one of the most common questions people ask me. To be fair, it’s a great question—and one that nags all of us.

What if I told you that you can make sure you haven’t left anything on the table by following a simple three-step process that requires very little energy on your end?

When you use empathy in the business world the way we learned to use it as FBI hostage negotiators, you get revenue. 

Is revenue boring?

In the book Never Split the Difference: Negotiating as If Your Life Depended on It™, we call this kind of empathy Tactical Empathy™. Very simply, Tactical Empathy is the process of knowingly and intentionally influencing your counterpart’s emotions to make deals. It’s how you give your family a better life.

This blog was originally published on 11/14/2016 and updated on 7/23/2020.

Does yes really always mean yes?

Absolutely not.

When we say yes, we’re committing to something. And immediately after we’ve committed, we begin worrying about what we’ve just signed up for.

Which means, at best, every yes is a conditional yes. And oftentimes, it’s even worse: a counterfeit yes that’s uttered simply to get the other side to shut up.

Would it be ridiculous to find out that getting the other side to say no is actually what you should be gunning for when you sit down at the table?

As more people are working from home, virtual conferences, meetings, and even negotiations have become a necessity. However, Zoom and other videoconferencing platforms can feel unnatural or even uncomfortable. You’re faced with something that is neither a phone call nor an in-person meeting. 

Here are the three keys to winning a negotiation in a Zoom environment:

Real estate is tricky business whether you’re representing buyers or sellers. There’s so much on the line, and emotions often run wild.

At a full fee, you are a bargain. Here are three tips on how to more than earn it.

In general if someone refers to something as being a black swan they’re referencing it as a completely unexpected or unpredictable but extremely high-impact event.

Similarly, according to the Black Swan Group, “Black Swans” are the small things that change everything and give you something better. They’re found in two places: the overlap and the unknown. Here’s how you can uncover them.

If you haven’t been in renegotiation yet, you will be before the COVID-19 pandemic is over. The Black Swan Method™ was born out of crisis negotiations. Here are four steps (with specific dialogue) for how to deal with everything that’s being renegotiated in the midst of this economic crisis.