Black Swan Negotiation Skills Training: Quick 2+1™

By Derek Gaunt | June 20, 2022

We start every Black Swan live training session with the same exercise: the Quick 2+1™. It’s our foundational skill set. 

At the end of the day, people know how to ask questions, provide summaries, and paraphrase their counterpart’s position. But they struggle with Labels™, Mirrors™, and Dynamic Silence™—the three tools that make up the Quick 2+1.   

These tools are incredibly effective. They’re the fastest way to demonstrate that you’re dialed in and present in the conversation. 

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Negotiation Tips Post-Mortem: How to Identify Your Missteps

By Milton “Troy” Smith | March 07, 2022

Here’s a negotiation tip: The world’s most effective negotiators understand that they can always sharpen their skills and improve, regardless of the outcome of their last engagement.

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Negotiation Tactics for Uncovering Black Swans in Conversations

By Barbara Thomas | February 07, 2022

Getting the negotiation outcomes you’re aiming for starts with uncovering the Black Swans in the deal.

Simply put, Black Swans are the small, hidden things that have the power to change everything once you know what they are. When you uncover these Black Swans, you flip the script and change the entire game.

But how exactly do you find Black Swans? Use these four negotiation tactics next time you sit down at the table to discover what’s lurking beneath the surface.

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How to Use Negotiation Tactics Over Chat Apps

By Brandon Voss | January 24, 2022

Just because you can negotiate through chat apps and text messages doesn’t mean you should. Ultimately, every exchange you have over text should be designed to drive people to a verbal conversation—especially when the stakes are high.

That said, we live in a world that’s increasingly driven by technology, and that doesn’t appear to be slowing down anytime soon. 

Next time you find yourself engaging with a counterpart over text, chat, or email, keep these negotiation tactics in mind to increase the chances you get the outcome you’re aiming for.

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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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