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How to Tell If Someone Is Bluffing
How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we...
Why You Should Attend a Negotiation Seminar
Are you satisfied with where you are right now? Are you confident that you’re not leaving money on the table? Are you certain that you’re not...
The 3 Laws of Leverage
There are generally three ways to think about leverage in negotiations:
How to Choose the Right Negotiation Consulting Company
If you or your team is struggling to win deals, navigate a tricky business situation, or communicate effectively, it may be worth your while to...
Introducing "Ego, Authority, Failure" by Derek Gaunt
Are your employees struggling to stay motivated? If so, it might be them. But there’s a good chance that it’s actually you. In today’s business...
Communication at Work: Why Hearing "No" Should Be Your Goal
Many of the negotiation techniques we teach at Black Swan Group are part of a “no” strategy. We discuss ways to make “no” work for you in a...
How to Deal with a Liar During Negotiations
Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In...
The Four-Step Process To Get You Better Offers
After receiving an offer, you may be asking yourself, “How do I know I got everything that I could have gotten?”
Communication at Work: Are You Being Too Nice at the Negotiation Table?
When we’re faced with a difficult negotiation, many of us make the mistake of thinking that niceness will help us get what we want. To make ourselves...
Communication at Work: How to Nail Your Elevator Pitch
I’ll be honest—I’m not a fan of the elevator pitch. The idea of preparing a 30-second sales speech in which you explain your idea or solution and why...
Active Listening: What It Is and Why It Matters in Negotiating
The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that...
3 Books to Read in Q1 of 2019 to Become a Better Negotiator
If you’re looking to sustain a competitive advantage, make a habit out of reading. Devoting yourself to just one chapter a night will keep...