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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How to Use the Key to Tactical Empathy

By Chris Voss | August 13, 2019

Everyone who grasps the importance of that’s right is making incredible breakthroughs in their negotiations. They are killing it. And you will, too. It’s the solid gold response that is 10x better than hearing yes could ever be.

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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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Bullsh*t On Compromise

By Chris Voss | July 08, 2019

The Black Swan Group is here to call “bullshit” on compromise—exactly as we did in our book. Here are two reasons why.

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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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The 3 Laws of Leverage

By Chris Voss | April 08, 2019

There are generally three ways to think about leverage in negotiations:

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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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7 Negotiation Techniques for Introverts

By Brandon Voss | December 24, 2018

If you’re not outgoing, then the thought of initiating a negotiation and stepping out of your comfort zone can feel especially uncomfortable. Below, we’ve laid out seven tips to help you beat pre-negotiation jitters and become a more effective and confident communicator.

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