Blog: The Negotiation Edge

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. 

In every negotiation, each side has things they need to have and things they want to have. 

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): 

You have read Never Split the Difference™. You have thoroughly researched The Black Swan Group. You have subscribed to our newsletter. You have found out that many others took our online courses and benefited from that decision. 

So, you decided to give it a try. 

You may have attended Derek Gaunt's (author of Ego, Authority, Failure™) Negotiation Basics Course and probably subscribed to our Beyond the Book online training. Or perhaps you've taken Chris Voss’s MasterClass. 

Is It Enough?

This blog was originally published on 11/26/2018 and updated on 10/22/2020.

Seven seconds.

That’s all the time you have to make a first impression, and you need to make a good one.

But how?

Watch these short two-minute videos to find out what you need to do during those seven seconds. 

(Hint: It’s not confidence, and you don’t get there by asking yes-oriented questions. You also don’t get there by clubbing them with their first name over and over again.)

This blog was originally published on 5/28/2018 and updated on 9/10/2020.

When you’re responding to a counterproposal, you need to make sure you don’t get sucked into a game of sequential moves. When such a game is played between evenly matched players and you go second, you can only tie or lose. 

Are you interested in playing a more complicated game of tic-tac-toe?

In the following post, we’ll walk you through three things to keep in mind when you’re responding to a counterproposal:

I’m on the wrong side of customs in Australia, and my bags are still inside. I’m not interested in getting stranded or missing my connection, and I’m also not keen on wearing the same clothes for five days and brushing my teeth with the hotel-provided toothbrush.

Here’s how I got out of this jam: I’m here to sign up for the Stupid American of the Year Award.

But first: How did I get into this predicament to begin with?

This blog was originally published on 7/23/2018 and updated on 9/3/2020.

When you go into a negotiation that is likely to be combative, there are strategies you can adopt to overcome those points of contention.

Most of these strategies involve ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure your counterpart won’t have to experience the irritation ever again.

Keep reading to learn five strategies you can use to disarm the attack.

In a previous post, we outlined the important role mindset—the set of attitudes, beliefs, and assumptions that governs your behavior—plays in negotiation.

When you head into a negotiation expecting that there won’t be any issues, you’ll be knocked off balance when issues invariably rear their ugly head.

On the other hand, when you head into a negotiation expecting that there will be issues, you’ve come in with the proper mindset for navigating whatever obstacles arise with agility and dexterity.

Understanding the importance of mindset is one thing. Knowing how to develop your mindset before a negotiation is quite another. With that in mind, here are four steps that can help you get into the right frame of mind before you sit down at the table.

Your mindset affects everything in a negotiation. It governs how you act, how you speak, and how you react to what the other side says. That’s why it’s so important to have the right mindset whenever you sit down at the table.

If you go into a negotiation determined to make the communication about them, you’re going to crush it. If you go in with the mentality that you’re going to be happy no matter what, you won’t be depressed regardless of what happens.