How Little Can You Give and Still Get What You Want?

By Brandon Voss | July 27, 2020

Most people head into a negotiation figuring out what they need to compromise on. They do their best to try and determine what little material thing they need to give up in order to get what they want.

That approach is based on compromising your position—selling out in the moment to get some sort of short or long-term gain.

Contrary to what many people think, the fact of the matter is that you don’t have to give up much of anything to get what you want in a negotiation. And what you do have to give up is something intangible, which comes in the form of empathy.

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5 Negotiation Steps That Will Close Your Next Deal

By Brandon Voss | February 24, 2020

In an ideal world, closing deals would be easy. 

And with the right approach, it sometimes is.

Before sitting down at the table next time, take these five negotiation steps to increase the chances you get the outcomes you’re aiming for.

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What’s Wrong (and What’s Right) with ‘Always Be Closing’

By Chris Voss | February 17, 2020

What’s wrong with “always be closing”? 

To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always be closing is the same thing as “always be damaging” the relationship—which means you’re sacrificing tomorrow for today, and tomorrow is coming.

At the same time, always be closing has its upside, too. Here’s what’s right and wrong about it and how to integrate these ideas for success.

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Using Personality Types to Improve Your Sales Skills

By Brandon Voss | July 15, 2019

As American novelist Kurt Vonnegut wrote, it takes all kinds of people to make up a world.

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Negotiation Training: Setting Your Sales Team Up for Success

By Brandon Voss | June 17, 2019

No one in sales wants to waste time ... because they can’t afford to.

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Sales Email Magic: The Guaranteed Way to Get a Response

By Brandon Voss | May 06, 2019

If you’ve never had someone go dark on you over email, don’t bother reading this blog article.

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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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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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4 Ways to Keep Your Sales Team from Offering Discounts

By Brandon Voss | October 22, 2018

There’s no denying that sales is a high-pressure, high-stakes game. When you close a big deal, you feel on top of the world. When you lose one, it’s hard to remember that you ever won. When you’re between the two, it’s dangerously easy to make concessions to get that coveted “yes” and avoid the sinking feeling that often comes with a “no.” But as we at the Black Swan Group often say, “yes” is nothing without “how,” and compromise is a relationship’s worst enemy. Teach your sales team these four tips to help them close more deals without relying on discounts.

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