Negotiation Tips Post-Mortem: How to Identify Your Missteps

By Milton “Troy” Smith | March 07, 2022

Here’s a negotiation tip: The world’s most effective negotiators understand that they can always sharpen their skills and improve, regardless of the outcome of their last engagement.

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Negotiation Training: The 7 Deadly Sins of Negotiation

By Chris Voss | February 22, 2021

What are The Black Swan Group’s 7 Deadly Sins of Negotiation™ and how can you ensure you don’t fall victim to them? Here’s what you need to know.

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3 Ways You’re Stacking The Odds Against Yourself in Negotiations

By Chris Voss | November 16, 2020

At Black Swan, we teach our clients all sorts of tactics they can employ to achieve better outcomes in their personal and professional lives.

For the purposes of this article, we’re going to flip the script a bit and talk about tactics to avoid. Here are three common negotiating tactics that make it that much harder for you to get the results you want:

  1. Cutting your price
  2. Emulating the lizards
  3. Not finding out

Let’s explore each of them so you can learn what to do to avoid stacking the odds against yourself.

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Crisis Negotiation: 4 Mistakes to Avoid

By Brandon Voss | June 01, 2020

In an ideal world, negotiation would be easy, tensions wouldn’t exist, and we’d all get along at the table just fine.

But reality paints a different picture, and crisis negotiations rear their ugly head sooner or later. Think about how many people have had to sit down at the table to figure out how to respond to the COVID-19 pandemic over the past several weeks.

Though crisis negotiations are inevitable, you can avoid making critical mistakes if you have the right approach. 

With that in mind, here are four common crisis negotiation mistakes—and what you can do to find the better way forward.

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Infographic: The Top 3 Negotiation Mistakes

By The Black Swan Group | August 05, 2019

We negotiate salaries. We negotiate real estate. We negotiate with our utility providers. We negotiate with our friends and family. No matter what you do for a living, where you live, or what kind of lifestyle you have, you can’t avoid negotiating—at least every now and again.

To increase the chances your next negotiation goes the way you expect, make sure you know the top three negotiation mistakes—and what you can do to avoid them.

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Why Bargaining Isn't Getting You What You Want

By Brandon Voss | August 13, 2018

Whether you are working out a high-stakes business deal, negotiating with a vendor, or simply discussing with coworkers what to order for lunch, bargaining isn’t likely to get you what you want. Here’s why seasoned negotiators don’t bargain—and why you shouldn’t either if you want to get ahead.

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3 Negotiation Mistakes That Are Hurting Your Deals

By Brandon Voss | June 05, 2017
People always want to increase their odds of success. It's simply human nature to want to do everything you can to avoid failure. Here are 3 common communication mistakes that are hurting your deals. 
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The Problem with "Tell Me More"

By Brandon Voss | July 25, 2016

Whether or not you realize it we have all used “tell me more” when questioning someone about a topic we want to know more about. More often than not our intentions are inquisitive and open-ended but we forget that the simplest definition of an open-ended question is one that cannot be answered with a “yes” or “no”. Unfortunately at times our desire to know more gets in the way of the mission to be collaborative.

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5 Things Doing The Most Damage to Your Negotiating Ability

By Chris Voss | May 02, 2016

#1 – Becoming the hostage of “yes” 

“Yes” is not the path to “Yes.”

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3 Phrases You Need to Eliminate from Your Negotiations

By Brandon Voss | May 02, 2016

Increase your communication success by eliminating these 3 bad communication habits that naturally trigger a negative human response. 

“Ignore human nature at your own peril” is one of our basic negotiation approaches.  It is also why our skills are so effective.  In any given situation people have a tendency to react instinctively simply because they are people.   When you are backed into a corner, especially when you have skin in the game, you are going to react based off of instinct.  People are emotionally driven.  If you can determine what emotion is driving them at a given time then their behavior becomes imminently predictable, which allows you to orient your communication approach.

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