The Black Swan Group’s Negotiation 9™ (N9™) are the nine skills that make it easy to achieve Tactical Empathy™ (TE™) —the best way to accomplish trust-based influence, which should be your primary goal every time you step to the table.Read More >
In an ideal world, everything would be rosy, and you’d never have to deliver bad news to your direct reports. But there comes a time when every leader needs to give negative feedback or share news the team doesn’t want to hear. The way you approach these delicate conversations will make all the difference in the world.Read More >
Even though you’re a leader, you’re still a human being—which means that from time to time, you’re going to make mistakes. That’s just the way it is.
Now, making a mistake isn’t the end of the world—even for leaders. But because of their egos, many leaders fail to admit they’ve made any mistakes at all. They’re afraid of looking weak or being viewed as fallible. For some people, an apology is akin to an admission of incompetence.
When leaders don’t accept responsibility for their own individual shortcomings as well as when the team doesn’t perform the way it’s supposed to, relationships with those around them are damaged.Read More >
You might be the best negotiator in the world. But if you don’t know how to deal with people and treat them with respect, you won’t get the results you’re aiming for.
That’s because, at the end of the day, nobody does a deal with you because they need to. They do deals with you because they want to. And, more often than not, the reason they want to do business with you is because they like you.
Becoming a better negotiator starts with strengthening your interpersonal communication skills. The sharper your skills are, the easier it will be to start using Tactical Empathy™.Read More >
This blog was originally published on 11/23/2015 and updated on 9/10/2020.
Everyone is always looking to increase their chances of success. It’s simply human nature to want to do everything you can to avoid failure.
At The Black Swan Group, we help people like you get better outcomes by learning how to communicate more effectively.
With that in mind, let’s explore three different ways you can improve your communication skills—and increase the chances you succeed.Read More >
This blog was originally published on 5/14/2018 and updated on 8/13/2020.
Most people who think they are good listeners underperform—by as much as 60 percent, in fact, according to some research. It turns out that overconfidence actually impedes their success.
Being too confident actually prevents you from truly understanding the motivation of the other side, which prevents you from being able to use Tactical Empathy™ to get the outcomes you’re going for.Read More >
This blog was originally published on 4/17/2017 and updated on 8/6/2020.
A few years ago, I was the only hostage negotiator in a room full of SWAT guys.
The quarterly meeting was for SWAT guys, by SWAT guys, and I was an interloper in hostile territory.
Why was I there? To request a piece of their pie.
The SWAT group had a training operations cache of about $78,000. Because they hadn’t spent any of the money over several years, I wanted to know whether I could grab $9,000 each year to train negotiators.
I used two communication skills—a Cold Read and an Accusation Audit™—to walk out of the room with what I wanted.Read More >
This blog was originally published on 11/14/2016 and updated on 7/23/2020.
Does yes really always mean yes?
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?Read More >
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.”Read More >
Whether your goal is closing more deals, enhancing personal relationships, or simply having better conversations, improving your communication and negotiation skills will help.
In an ideal world, you’d become familiar with all of the popular negotiation terms we teach at The Black Swan Group. But if time is of the essence, get started by sharpening these three skills first.Read More >