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 >
If we’ve learned one thing during COVID-19, it’s that it’s not that hard to maintain already-established relationships virtually. But what about establishing brand-new relationships in virtual environments? In short, it’s a much bigger challenge.Read More >
This blog was originally published on 5/28/2018 and updated on 9/10/2020.
When you’re responding to a counterproposal, you need to make sure you don’t get sucked into a game of sequential moves. When such a game is played between evenly matched players and you go second, you can only tie or lose.
Are you interested in playing a more complicated game of tic-tac-toe?
In the following post, we’ll walk you through three things to keep in mind when you’re responding to a counterproposal:Read More >
Everyone wants to get to the decision maker (the DM). They’re the person we need to persuade to get what we want, after all.
But the decision maker isn’t always at the table when we are. Here are three tips that will make you much more effective when you find yourself in that scenario.Read More >
In a good faith negotiation, hope is high and relationships are great!
What’s wrong with that? Hope is not a strategy.
Keep reading to learn how to keep yourself from getting blindsided and losing when you find yourself in the throes of a good faith negotiation.Read More >
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?Read More >
This blog was originally published on 7/23/2018 and updated on 9/3/2020.
When you go into a negotiation that is likely to be combative, there are strategies you can adopt to overcome those points of contention.
Most of these strategies involve ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure your counterpart won’t have to experience the irritation ever again.
Keep reading to learn five strategies you can use to disarm the attack.Read More >
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?Read More >