Negotiation Tips: How to Negotiate with Coworkers, Colleagues, and Equals

By Derek Gaunt | January 17, 2022

The Black Swan Group often provides tips for negotiating with your direct reports and counterparts from other organizations.

However, in this post, we will share negotiation tips you can use in situations where no hierarchies exist. 

Here are some negotiation tips to keep in mind next time you navigate a difficult issue with coworkers, colleagues, and equals:

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Real Estate Expert Negotiator: Which Goals Should You Pursue First?

By Steve Shull | January 03, 2022

When it comes to real estate negotiation—whether you’re representing a buyer or a seller—the first thing you want to do is understand what your client is thinking and ensure they feel understood. 

Doing so starts with a Cold Read, in which you look at your clients, size them up, and then use Labels™ to have them tell you what’s on their mind. 

If you’re representing a buyer, you might say this after a Cold Read: It seems like you really want this house. If you’re representing a seller, you might say: It sounds like getting top dollar is what’s most important to you.

Whether your calculations are correct or not, your client should give you more information to help you better understand the lay of the land.

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Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.

By Chris Voss | December 27, 2021

At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why.

When Never Split the Difference was first published, The Black Swan Group used to say, “Yes is nothing without how.” Since then, we’ve updated our approach. Now, we teach that yes is nothing, and how is everything.

We also taught that yes is the last thing you want to hear. That was never meant to be interpreted that it was the final utterance that would seal the deal. It was always meant in the context of, “What’s the last thing you want to hear from your teenage daughter?” Probably “I’m pregnant.” Or, “What’s the last thing you want to hear from your accountant?” Probably “You’re bankrupt.”

Does that mean you eventually hope to hear those things? 

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Negotiation Tactics and Leadership: Why the Two Work Together

By Derek Gaunt | November 15, 2021

Leaders are charged with promoting their organization’s mission and getting people to produce. To influence your direct reports to do what you want without a begrudging attitude, it’s essential to employ hostage negotiation tactics and principles every day.

In the world of hostage negotiation, your goal is to influence hostage-takers to surrender. But you don’t just start the conversation by telling them to give it up. Instead, you approach the surrender in a subordinate manner, ensuring you are not viewed as a threat.  Making a concentrated effort so that the hostage-taker knows you see things from their perspective. Only at that point can you begin to accomplish your objective.

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Negotiation Training: The Top 10 Black Swan Go-To Labels™

By Chris Voss | October 04, 2021

At Black Swan, we’re huge proponents of using Labels™ to arrive at the best outcomes. With an effective use of Labels, you’re able to unearth what the other side isn’t saying and identify a dynamic in the conversation that isn’t obvious. 

Keep reading to learn more about when, where, and how to use Labels to accomplish your objectives every time you sit down at the table.

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Get The Best Deal with These 5 Negotiation Tips

By Roger Reyes | September 06, 2021

Life is full of negotiations. Every time you’re in the middle of a conversation in which someone says I want or I need, you’re in a negotiation. 

From personal encounters to high-stake corporate negotiations, the following tips will help guide you to achieving successful outcomes.

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Negotiation Tactics: 3 Ways to Avoid Taking Yourself Hostage

By Chris Voss | August 30, 2021

A while back, I wrote about three ways negotiators take themselves hostage and what you can do to avoid making these same missteps. 

Since then, I’ve identified three additional negotiation tactics that end up putting you in a terrible position at the table. 

Read on to learn more about each of them and what you can do to avoid having these negotiation tactics derail your efforts.

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Negotiation Tactics That Every Woman Should Use

By Sandy Hein | June 14, 2021

Women and men are treated differently in the workplace. That’s just the way it is. 

Over the years, The Black Swan Group has found that women have used five specific skills to great effect during negotiations. We call them the Fab Five Skills for Females.

Keep reading to learn these five negotiation tactics and increase the chances you navigate your next negotiation with ease and arrive at your intended outcome.

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Why the Best Question Is the One You Never Ask

By Brandon Voss | May 03, 2021

Questions are universally known as necessary mechanisms to gather information from another party. 

Although this still rings true to a certain extent, it is not as if you can ask any old question and get the results you’re looking for. You have to ask the right questions, and you have to ask them in the right order.

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Why Negotiation Training is the Best Investment for 2021

By Derek Gaunt | March 08, 2021

These days, people aren’t going to conferences and in-person events anymore, and it appears as though that will remain the case for the foreseeable future. 

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