Communication at Work: Are You Being Too Nice at the Negotiation Table?

By Brandon Voss | February 18, 2019

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 seem more agreeable, we switch into an overly energized tone and take every opportunity to smile or nod enthusiastically—sometimes without knowing we’re doing it.

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Communication at Work: How to Nail Your Elevator Pitch

By Brandon Voss | February 11, 2019

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 it’s valuable goes against every unwritten rule of persuasion. Although it’s intended to drum up excitement in a short window of time, this sales technique inevitably breeds resentment and rejection.

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5 Effective Communication Techniques for Managing People

By Brandon Voss | January 14, 2019

There’s no shortage of bad managers in the world. Most of them aren’t inherently evil people—they’re simply poor communicators. Being an effective leader and earning the respect of your colleagues comes down to honing your communication and emotional intelligence (EQ) skills more than any other attribute. No matter what your industry or your job title is, if you manage people, these five communication & EQ techniques are essential to your success.

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4 Ways To Improve Your Team's Communication

By Brandon Voss | August 27, 2018

There’s a difference between negotiating at the same time and negotiating as a team. If you’re laser-focused on getting your turn to speak and nailing your part in a negotiation, you’re leaving money on the table. In fact, if you’re consumed with your next move, you’re  setting yourself to fall short. Below, we’ve laid out four tips for improving your team’s communication and effectiveness in a negotiation.

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Communication Skills: Hang a Label On It

By Derek Gaunt | June 19, 2017

A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to as a negative. The positive or negative emotion that the counterpart attaches to a term or a dynamic is a clue as to the valuation they have put on it. The recognition, articulation, and exchange of values are what negotiation is all about.

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Communication at Work: How to Negotiate A Higher Salary

By Chris Voss | May 29, 2017

What happens when you trigger “That’s right” several times in a salary negotiation? How about getting a salary offer 41% higher than you expected? Here's how to use communication at work to get a "that's right" moment and increase your salary offer... without ever naming an amount. 

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Communication Skills: How To Get Buy-in Starting With “No”

By Chris Voss | May 08, 2017

Think of this as “You had me at ‘no’” meets “think like Elon Musk.” 

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Are You Underperforming As A Listener?

By Derek Gaunt | September 19, 2016

Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%.  This overconfidence impedes their success as it prevents them from truly understanding the motivation of the other side.

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Just Talk To Him

By Derek Gaunt | January 04, 2016

MOREPIES.  It’s the acronym developed by the Crisis Negotiations Unit of the FBI in order to help negotiators remember the eight skills in the Active Listening Skill (ALS) set.  

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The Sexiest Thing About Listening

By Chris Voss | September 21, 2015

It’s how you get what you want.

In hostage negotiation we always had a saying “What’s it going to take to get the hostage taker to come out? He’ll tell you.”  But you have to learn to do more than just listen passively or try to talk them into anything.   You have to work with what you get out of them to make a deal.

My company now teach this tactical negotiation approach in business.

Here’s how an employee used listening to get a salary offer 41% higher than expected:
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