Negotiation Training: When to Walk Away

By Milton “Troy” Smith | July 04, 2022

The Black Swan Group has a saying: It’s not a sin to not get a deal, but it is a sin to not get a deal and waste a lot of time in the process.

Sometimes, negotiators overcommit to try to get the deal no matter the circumstances. Unfortunately, there isn’t always a deal to be made. Sometimes you’re the favorite, but other times you’re the fool, and the other side is just talking to you to get information they can use to get a better deal from somebody else.

How do you know whether you’re the favorite or the fool? Simple: Ask Proof of Life™ questions.

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Black Swan Negotiation Skills Training: Quick 2+1™

By Derek Gaunt | June 20, 2022

We start every Black Swan live training session with the same exercise: the Quick 2+1™. It’s our foundational skill set. 

At the end of the day, people know how to ask questions, provide summaries, and paraphrase their counterpart’s position. But they struggle with Labels™, Mirrors™, and Dynamic Silence™—the three tools that make up the Quick 2+1.   

These tools are incredibly effective. They’re the fastest way to demonstrate that you’re dialed in and present in the conversation. 

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Becoming a Master Negotiator: Trigger Kindness Moments Everyday

By Chris Voss | February 21, 2022

Want to become a master negotiator? Do these two things: 

  1. Have a list of go-to phrases.  
  2. Never be mean to someone who can hurt you by doing nothing. 

Read on to develop your list and see how I dodged a bullet at a TSA screening point. 

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