How to Win Negotiations Over Zoom

By Chris Voss | May 18, 2020

As more people are working from home, virtual conferences, meetings, and even negotiations have become a necessity. However, Zoom and other videoconferencing platforms can feel unnatural or even uncomfortable. You’re faced with something that is neither a phone call nor an in-person meeting. 

Here are the three keys to winning a negotiation in a Zoom environment:

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Try This Body Language Technique in Your Next Negotiation

By Brandon Voss | May 04, 2020

Nonverbal cues and body language play a crucial role in negotiations. For example, many of us nod our heads yes to show the other side we agree with what they’re saying, and we shake our heads no to get the other side to pause and reflect.

For many of us, thinking about body language stops here. But the more conscious you are about using body language as a tool in negotiations, the more effective your efforts will be.

Here’s one body language negotiation technique to try next time you find yourself at the table: Lean forward toward your counterpart and turn your head to show them that you are trying to listen more intently by facing your ear in their direction. 

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My Advice for Real Estate Negotiators

By Chris Voss | April 27, 2020

Real estate is tricky business whether you’re representing buyers or sellers. There’s so much on the line, and emotions often run wild.

At a full fee, you are a bargain. Here are three tips on how to more than earn it.

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The Black Swan: What It Is and How to Find It

By Chris Voss | April 20, 2020

In general if someone refers to something as being a black swan they’re referencing it as a completely unexpected or unpredictable but extremely high-impact event.

Similarly, according to the Black Swan Group, “Black Swans” are the small things that change everything and give you something better. They’re found in two places: the overlap and the unknown. Here’s how you can uncover them.

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Infographic: 5 Tips to Negotiating Your Best Salary

By The Black Swan Group | April 15, 2020

To at least some extent, we all work for money. Even if you’re incredibly enthusiastic about your job, you still have bills to pay and a financial future to secure. 

Yet when it comes time to negotiate salary, many of us go quiet. 

  • Just 39 percent of workers negotiated a salary increase during their last job offer.
  • But 85 percent of those who did negotiate their salaries ended up with better offers

To increase the chances that your salary negotiations will lead to more desirable outcomes, keep these five tips in mind before you sit down at the table.

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COVID-19 Pandemic: How to Deal with Everything Being Renegotiated

By Chris Voss | April 13, 2020

If you haven’t been in renegotiation yet, you will be before the COVID-19 pandemic is over. The Black Swan Method™ was born out of crisis negotiations. Here are four steps (with specific dialogue) for how to deal with everything that’s being renegotiated in the midst of this economic crisis.

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How to Negotiate with Procurement

By Chris Voss | March 17, 2020

Procurement is an entity that tends to strike fear into the hearts of most salespeople and many executives. Interestingly enough, that’s who the negotiation system in Never Split the Difference was originally designed to prevail against. 

Here are some fine points on how to cope with procurement and help move them toward outcomes you desire.

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The Right Way to Use Leverage in a Negotiation

By Brandon Voss | March 02, 2020

There’s a fundamental mindset problem with trying to gain negotiation leverage: You’re trying to take advantage of the other side or the situation at hand to the detriment of your counterparts.

The reality is that the other side can feel it when you’re trying to leverage your position. It’s very apparent. No matter how slick you think you are, it’s no secret. The other side will always pick up on the fact that you’re trying to use leverage on them, and they won’t like it.

Do you really think people are going to be happy working with you knowing that you’re trying to take advantage of where they’re sitting?

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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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4 Key Components to a Successful Email Negotiation

By Derek Gaunt | February 10, 2020

People often ask me if I have any tricks for negotiating over email.

Here’s my first tip: Stop doing it. 

Every email exchange should be an attempt to bring the other side to the table in person—or at least get them on the phone.

But in this time of global interactions, email negotiation is sometimes unavoidable. Even if you’d prefer to hash it out over the phone, you might have no choice but to negotiate over email—particularly when it’s the preferred method of your counterpart.

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