How to Negotiate Without Saying a Word

By Chris Voss | May 09, 2022

Is it ridiculous to think you can negotiate without saying a word? 

The infamous ratio The Black Swan Method™ teaches is 7:38:55. This means that the meaning of a message is the sum of words (7 percent), tonality (38 percent), and body language (55 percent).  

Keep reading to learn how to use nonverbal communication in negotiation.

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What Type of Negotiation Are You Walking Into?

By Brandon Voss | April 18, 2022

At a high level, The Black Swan Group believes that all negotiations are the same. Whenever you find yourself in a negotiation, regardless of the circumstances:

  • You and your counterpart will both need something from each other. 
  • Both of you will also need to manage negative emotions. 
  • You’re going to look like a threat when the negotiation gets started.
  • Ultimately, you want to get to a place where your counterpart is solving problems for you.

These concepts apply to every single negotiation. 

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Becoming a Master Negotiator: Trigger Kindness Moments Everyday

By Chris Voss | February 21, 2022

Want to become a master negotiator? Do these two things: 

  1. Have a list of go-to phrases.  
  2. Never be mean to someone who can hurt you by doing nothing. 

Read on to develop your list and see how I dodged a bullet at a TSA screening point. 

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Communication and Negotiation Techniques When Dealing with a Board

By Brandon Voss | October 11, 2021

When you deal with a board, you’re in a high-stakes negotiation. Whether your goal is buying a company, getting investment in a fund, or encouraging a pharmaceutical company to pivot from one drug to the next, there is a lot on the line, so you need to bring your A game to get the deal you’re after.

Next time you head into the boardroom, keep these communication and negotiation techniques in mind to increase the chances you achieve your desired outcome.

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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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