Negotiation Training: The 7 Deadly Sins of Negotiation

By Chris Voss | February 22, 2021

What are The Black Swan Group’s 7 Deadly Sins of Negotiation™ and how can you ensure you don’t fall victim to them? Here’s what you need to know.

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The Most Underutilized Negotiation Skill

By Milton “Troy” Smith | February 15, 2021

The first time I ever handled a hostage negotiation, the whole thing was over in five minutes. I thought that negotiation was easy and that I was a natural.

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How to Teach Your Sales Team to Negotiate Better Deals

By Brandon Voss | January 25, 2021

Whether your sales team is crushing it every month or struggling to reach targets, you can always get better results.

One of the main reasons sales teams don’t reach their full potential is because they bring the wrong tactics to the table.

If your goal is teaching your team to negotiate better deals, here are three lessons you’ll need to get across to achieve that objective.

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Dealing with a Cut-throat Negotiator

By Chris Voss | January 04, 2021

The Black Swan Method™ was originally designed for the cut-throat negotiator. Check out this quick clip to learn how to deal with these folks (and keep reading through to the end of the article for a bonus tip): 

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2 Expert Negotiator Concepts That Have Evolved Since Never Split The Difference™ Was Published

By Chris Voss | November 02, 2020

Accusation Audits™ and Labels™ (more specifically, Asking Labels™) are two expert concepts that have evolved significantly since Never Split the Difference was published. 

Read on to learn how we’re advising our best clients.

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The Three Types of Yeses You’ll Hear During a Negotiation

By Chris Voss | August 31, 2020

In the world of negotiation, the word yes doesn’t always mean the same thing.

At The Black Swan Group, we teach that there are three different types of yeses:

  1. The confirmation yes
  2. The commitment yes
  3. The counterfeit yes

Here’s how to navigate each of them when you find yourself in the throes of a negotiation.

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Why You Should Invest in Negotiation Training in 2020

By Brandon Voss | January 06, 2020

No matter how good a negotiator you are, you can always be better. What it all boils down to is that everyone can continuously improve their negotiation skills at any time, becoming more influential and persuasive along the way.  Being influential through the use of tactical empathy does not stop once you are out of a “business environment.

If your goal is to become better at negotiation—or you want to develop a team of expert negotiators—you may want to consider investing in negotiation training in 2020 and beyond.

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The Simple Negotiation Exercise You Can Try Today

By Chris Voss | October 07, 2019

The most dangerous negotiation is the one you don’t know you’re in.

Luckily, there’s an easy way to become aware of this: If the words I want or I need are about to come out of your mouth, then you’re about to enter into a negotiation.

Next time this is happening to you, try this little exercise that works like a charm every time. It’s easy peasy, and it’s great practice for the cold read and a quick accusations audit.

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The Top 12 Must-Read Books for Expert Negotiators

By Chris Voss | September 30, 2019

As MIT Professor Peter Senge once said, “the only sustainable competitive advantage is an organization’s ability to learn faster than the competition.”

How do you learn faster than the competition? Read. 

As a bonus, reading is also enjoyable and fulfilling. 

With that in mind, here are 12 books that should be in any expert negotiator's library.

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Our 10 Most Popular Negotiation Terms That You Need to Know

By Brandon Voss | August 26, 2019

At Black Swan, we have a handful of negotiation terms that you’ve likely heard us say over and over again. Why? We are not in the business of reinforcing things that don’t affect your ability to influence your bottom line.

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