How to Get Better Offers When Negotiating Real Estate

By Brandon Voss | June 03, 2019

Real estate is a tricky business. It’s a grind. Many buyers and sellers have a hard time trusting the real estate agents they work with. Clients can also be fickle. A Realtor might put in countless hours helping someone find their dream house only to find out they ultimately bought directly from a seller or used another agent—leaving the Realtor with nothing to show for their hard work.

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Are You Tactical-Empathy Curious?

By Chris Voss | May 20, 2019

First things first: Watch this absolutely hilarious Chris Voss TEDx talk on tactical empathy.

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What's the Difference Between Active Communication and Active Listening?

By Brandon Voss | May 13, 2019

In negotiation training, the terms “active communication” and “active listening” get thrown around often. While these two terms share commonalities, they also have major differences.

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Negotiating Everyday Bills Like a Pro

By Brandon Voss | April 29, 2019

A lot of people treat customer service reps like dirt. If the last person an agent talked with wasn’t rude to them, then the caller right before them probably was.

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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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