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Taking the Mystery Out of Calibrated Questions
Communication Techniques

Taking the Mystery Out of Calibrated Questions

Taking The Mystery Out Of Calibrated Questions “Why did you do that?” Did that question make you feel all warm and fuzzy? No. Us either. “Why” type...

Stop Chasing 'Yes': The Game-Changing Negotiation Hack You Need to Know
Communication Techniques

Stop Chasing 'Yes': The Game-Changing Negotiation Hack You Need to Know

For years, the negotiation world was obsessed with chasing "yes." We’ve been conditioned to believe that every step toward an agreement should be...

Why Accusation Audits are not confessions
Tactical Empathy

Why Accusation Audits are not confessions

Let’s dive into something I get asked a lot: what exactly are Accusation Audits, and why aren’t they confessions? I know, the term sounds a little...

Timing Your Calibrated Question: How to Use “How Am I Supposed to Do That?” Effectively
Tactical Empathy

Timing Your Calibrated Question: How to Use “How Am I Supposed to Do That?” Effectively

"How am I supposed to do that?"—it's one of the most powerful phrases in negotiation, but most people fumble the timing. This Calibrated Question, an...

How To Instantly Create Collaboration to Get What You Want
Tactical Empathy

How To Instantly Create Collaboration to Get What You Want

The Black Swan Group has created a list of 10 Magic Wand phrases to instantly transform any negotiation. I will be revealing each of these in a...

How Negativity Is Silently Destroying Your Relationships—And How to Stop It
Communication Techniques

How Negativity Is Silently Destroying Your Relationships—And How to Stop It

Transforming Negativity into Growth: How Tactical Empathy Can Save Your Relationships and Negotiations Negativity can be one of the most destructive...

The Questions That Will Tank Your Negotiation (and What to Ask Instead)
Communication Techniques

The Questions That Will Tank Your Negotiation (and What to Ask Instead)

If you’ve been in any negotiation, you know that the questions you ask aren't just about gathering information—they’re tools that shape the dynamics...

Understanding Tone and Triggering: A Story of Communication Dynamics
Communication Techniques

Understanding Tone and Triggering: A Story of Communication Dynamics

Imagine walking into a negotiation room, where three distinct characters are waiting to discuss a deal. There's the Analyst, quietly focused on their...

Mastering Negotiations: Countering Yes Tie-downs for Greater Control
Communication Techniques

Mastering Negotiations: Countering Yes Tie-downs for Greater Control

What Steps Are Necessary To Counter The Use Of Yes Tie-downs? The Black Swan Group works hard to give you the edge in negotiations and difficult...

Key Concerns for Different Negotiation Conflict Personality Types: Likability vs. Being Liked
Communication Techniques

Key Concerns for Different Negotiation Conflict Personality Types: Likability vs. Being Liked

In the world of high-stakes negotiation, understanding the interplay between likability and the psychological need to be liked is crucial. These two...

Why You Want to be Likable More Than Being Liked for Successful Negotiations
Communication Techniques

Why You Want to be Likable More Than Being Liked for Successful Negotiations

The Premise of Likability vs. Being Liked in Negotiation In negotiation, the concepts of being likable and being liked are often confused, yet they...

Overcoming Sales Objections Part 3: Decision-Maker and Trust-Related Sales Objections
Communication Techniques

Overcoming Sales Objections Part 3: Decision-Maker and Trust-Related Sales Objections

Handling objections related to decision-makers and trust is crucial for closing sales. The Black Swan Group’s approach focuses on understanding how...

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

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