Most people have mixed feelings about email. On one hand, it allows us to instantly communicate with people around the world without pigeons or morse code. It’s also the most ubiquitous form of business communication and a ritual part of our daily lives—for better or worse.Read More >
There’s no denying that sales is a high-pressure, high-stakes game. When you close a big deal, you feel on top of the world. When you lose one, it’s hard to remember that you ever won. When you’re between the two, it’s dangerously easy to make concessions to get that coveted “yes” and avoid the sinking feeling that often comes with a “no.” But as we at the Black Swan Group often say, “yes” is nothing without “how,” and compromise is a relationship’s worst enemy. Teach your sales team these four tips to help them close more deals without relying on discounts.Read More >
Our work and personal lives are filled with negotiations. Some are small negotiations, such as what movie to watch or who should be responsible for washing the dishes. Other negotiations are high-stakes, like major business deals or funding procurement. While losing your movie choice isn’t likely to have a lasting impact, negotiating key business deals can directly affect your organizational viability, growth potential, and job security. Believe it or not, both types of negotiations involve the same basic skills. Practicing those skills is the key to becoming more effective when it matters most. No matter what type of negotiation you’re facing, these five tried and true techniques will improve your likelihood of success.Read More >
To be a compelling and consistent negotiator, it’s important to keep learning new skills and evolving your approach as you grow. Even veteran negotiators can benefit from some expert tips. We’ve laid out six tried-and-true methods to help you fine-tune your negotiation skills and improve your effectiveness in business dealings.Read More >
A flat-out “yes” is a scary thing to say.
“Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you the set-up “yes” question, your gut tightens and you ask yourself, “Where is this going? If I say ‘yes’, then what have I let myself in for?”
So let’s recognize that and use it.
I was coaching a film-maker here in LA. She’s got a deal-killing attorney on the other side who is trying to insert terms to “protect” her client. What’s she’s really trying to do is kill the deal. (Unfortunately, all too common with attorneys advising on any negotiation they weren’t involved in crafting.)
So when in doubt, they ask for a term that will kill the deal. It’s a way to kill the deal without taking responsibility for doing so.
What’s your countermove? Pretty simple actually, a little tactical empathy, followed by a question they would love to say “yes” to, but never will.
Here’s what we did here (and PS: there’s been some name-calling by the attorney at my client that had come unexpectedly during a phone call):
In the email:
“Just so I am clear, you feel that I am being dishonest with you.
… you're absolutely determined to kill this deal.”
Another great thing about this in an email is your counterpart attorney will NEVER put a “yes” to this in writing. And since the answer is going to be a “no” – and “no” tends to trigger, clarity and feelings of safety – you increase the chances to a ridiculously high level that you will break the logjam productively.
“I have no desire to “kill the deal” but I am keen on protecting my client.
Nor do I think that you were dishonest with me – to the contrary, you honestly told me…”
The attorney then went on to propose a solution (which was do-able) and actually solved the problem.
Empathy precedes assertion. You want to be more effective? Use it.
I know some people might say to themselves, “But wait, I can see how this could go wrong. What if she’d said ‘yes’?”
Don’t do that to yourself, because that’s not the comparison for decision, though we do this to ourselves all the time.
The comparison is not “What if this goes wrong?”, the comparison is “What happens if I don’t smoke this out? What happens if I do nothing?”
The answer to that is “Look at what’s happening now.”
Insanity is doing the same thing and expecting things to change.
Great negotiation calls for great emotional intelligence. Lasting deals and lasting business relationships call for tactical empathy. Empathy gives you the ability to assert. Quite often in very direct ways.
As the iconic insurance company advertisement once said: “Don’t leave home without it.”
Sebastian had spent most of the late morning into the early afternoon, one day in July, being exposed to the Black Swan method of labels and mirrors. Having already read “Never Split the Difference,” he was anxious to see and hear the practical application of the skills. Turns out, Sebastian was a quick study. As soon as the class concluded, he was chomping at the bit to see if the skills would bear fruit. That afternoon, he scheduled a phone call to negotiate the acquisition of a domain name. The seller anchored high with a five figure number. Rather than balk and counter, Sebastian used labels and mirrors to discover that it was most important to the seller for the domain to be used for a purpose in which he believed. Unbeknownst to the seller, this was Sebastian’s plan all along. Sebastian’s use of labels and mirrors uncovered other Black Swans as well:Read More >
At the Black Swan Group, our instructors have been spreading the gospel of empathy and the techniques used to demonstrate it for years. We have trained thousands of people all over the globe on how to apply techniques developed in the world of hostage negotiations to business and other personal interactions. Of those thousands, as an instructor, I wonder at times how many don’t get it?Read More >
A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to as a negative. The positive or negative emotion that the counterpart attaches to a term or a dynamic is a clue as to the valuation they have put on it. The recognition, articulation, and exchange of values are what negotiation is all about.Read More >