Fixing a Bad Cold-Calling Script

By Brandon Voss | April 01, 2019

Cold calling: It might not be the most exciting thing to do, but in the world of sales, it comes with the territory. While cold calls are probably the least exciting part of sales, it comes with the territory.

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How to Choose the Right Negotiation Consulting Company

By Brandon Voss | March 25, 2019

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 enlist expert guidance. A negotiation consultant can help you hone your strategy and guide you through a challenging situation with greater ease, confidence, and dexterity. But how do you know which consultant is best suited to your needs? We’ve outlined five things to keep in mind when choosing a negotiation consultant partner.

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Communication at Work: Why Hearing "No" Should Be Your Goal

By Brandon Voss | March 11, 2019

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 negotiation; share tips on how to get buy-in, starting with a “no” ; and offer communication techniques to help create space between “yes” and “no.”

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The Four-Step Process To Get You Better Offers

By Chris Voss | February 25, 2019

After receiving an offer, you may be asking yourself, “How do I know I got everything that I could have gotten?”

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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 Methods of Persuasion to Help You Get What You Want

By Brandon Voss | January 21, 2019

Why do some people seem more persuasive than others? The ability to gain influence in a negotiation doesn’t have to do with your personality or how naturally charismatic you are. The secret to getting what you want goes far beyond your height, complexion, or number of degrees. Improving influence surpasses book knowledge and IQ. Reading the circumstance below the surface is key. Here lies 5 examples of how to get better at using methods of persuasion.

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7 Negotiation Techniques for Introverts

By Brandon Voss | December 24, 2018

If you’re not outgoing, then the thought of initiating a negotiation and stepping out of your comfort zone can feel especially uncomfortable. Below, we’ve laid out seven tips to help you beat pre-negotiation jitters and become a more effective and confident communicator.

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4 Steps to Gaining the Upper Hand in a Negotiation

By Chris Voss | December 03, 2018

The secret to gaining the upper hand in a negotiation is to give the other party the illusion of control. But how do you flip the control dynamic on its head?

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How to Negotiate With Loved Ones

By Brandon Voss | November 12, 2018

No matter how skilled and practiced you are as a negotiator, when it comes to dealing with the people you love, it’s easy to get stuck. The same negotiation skills and techniques that you’ve practiced on countless other occasions can somehow fall short or backfire in ways that you never saw coming. If the basic communication skills required to negotiate a business deal and reach an agreement with a loved one are the same, then where do most of us go wrong? We’ve outlined five reasons why negotiating with a loved one is difficult, as well as how to shift your approach.

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5 Elements of Emotional Intelligence to Use During Negotiation

By Brandon Voss | November 05, 2018

As former FBI negotiators and professional negotiation coaches, we spend a lot of time thinking and talking about emotional intelligence (EQ). There’s a reason why EQ is a fundamental part of the Never Split the Difference methodology and one of the most versatile and powerful skills you can possess. Here are five elements of emotional intelligence you can use during a negotiation. 

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