What's the Deal with Anchoring in Negotiation?

By Chris Voss | November 04, 2019

Anchoring, or establishing a reference point in a negotiation, is a technique that can help you get the best deals. But it doesn’t always work that way.

Today, we’ll explore four rules of anchoring that can help you better understand how you can use this technique to get better deals.

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Why Logrolling Negotiation Is Garbage (And What to Do About It)

By Chris Voss | October 28, 2019

There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage

  1. It’s a compromise.
  2. It’s lazy.
  3. It assumes a zero-sum game.
  4. It lacks tactical empathy. 
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What Does a "Collaborative Negotiation" Look Like?

By Chris Voss | October 14, 2019

How do you set a tone of collaboration that sticks—especially with someone that sees the negotiation as win-lose, and they want you to lose?

It’s easier than you might think. 

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Our 10 Most Popular Negotiation Terms That You Need to Know

By Brandon Voss | August 26, 2019

At Black Swan, we have a handful of negotiation terms that you’ve likely heard us say over and over again. Why? We are not in the business of reinforcing things that don’t affect your ability to influence your bottom line.

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Influencing with Tactical Empathy: A Glimpse into our Negotiation Seminars

By Brandon Voss | August 19, 2019

You’ve read the book. You keep tabs on our blog. Now, in an effort to sharpen your negotiation skills even further, you’re thinking about attending one of our live events. But maybe you don’t know what to expect—which is why you should continue reading. 

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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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How To Win With Email: 4 Rules For Success

By Chris Voss | July 29, 2019

The business world runs on email. In fact, studies have found that the average professional receives 121 emails every day.

Winning with email starts with having the right approach. 

Use these four rules to guide your email efforts, and increase the chances your counterpart responds to each message you send as you hope they will:

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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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How To Negotiate Your Utility Bills Down

By Chris Voss | June 24, 2019

Are you spending more than you need to on utilities?

Almost certainly, if we’re being honest. Renegotiating your utility bills on a regular basis is a great way to get low-stakes practice of our negotiation skills.

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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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