Why You Should Attend a Negotiation Seminar

By Derek Gaunt | April 15, 2019

Are you satisfied with where you are right now? Are you confident that you’re not leaving money on the table? Are you certain that you’re not damaging long-term relationships?

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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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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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How to Deal with a Liar During Negotiations

By Chris Voss | March 04, 2019

Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In reality, yes means nothing. How is everything.

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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: Are You Being Too Nice at the Negotiation Table?

By Brandon Voss | February 18, 2019

When we’re faced with a difficult negotiation, many of us make the mistake of thinking that niceness will help us get what we want. To make ourselves seem more agreeable, we switch into an overly energized tone and take every opportunity to smile or nod enthusiastically—sometimes without knowing we’re doing it.

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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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Active Listening: What It Is and Why It Matters in Negotiating

By Brandon Voss | February 04, 2019

The term “active listening” is easy to misinterpret. Oftentimes, it’s used to describe the nonverbal cues (like nodding and direct eye contact) that we use to show someone that we’re paying attention to what they’re saying. Other times, it’s used to refer to minimal encouragers—short verbal expressions like “uh-huh” and “hmm” that we interject to demonstrate our engagement. Although both examples are powerful communication techniques, they don’t fully encompass or explain what makes this approach active.

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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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5 Effective Communication Techniques for Managing People

By Brandon Voss | January 14, 2019

There’s no shortage of bad managers in the world. Most of them aren’t inherently evil people—they’re simply poor communicators. Being an effective leader and earning the respect of your colleagues comes down to honing your communication and emotional intelligence (EQ) skills more than any other attribute. No matter what your industry or your job title is, if you manage people, these five communication & EQ techniques are essential to your success.

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