How to Negotiate

How To Disarm the Attack

There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type...

Preparing to Negotiate

Why Assumptions Should Be A Hypothesis

One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how...

Negotiation Tactics

The Alternative to 'Tell Me More'

My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”. This article is meant to give...

Negotiation Training

4 Shocking Signs You Need Negotiation Training

Many people think they can already negotiate. Maybe you have gotten over on a car salesman. Maybe you or someone you work with consistently makes...

Preparing to Negotiate

Negotiation Structure Dictates Negotiated Outcomes

There is a general principle that structure dictates outcomes. This is seemingly a very simple idea. While clichés like this one can be very helpful,...

The Best of Chris Voss & Derek Gaunt (The Edge Year 1)

Chris is the President and CEO of The Black Swan Group, a negotiation consulting firm he started in 2008. Prior to his entrepreneurial crusade he was...

Negotiation Tactics

Assertives Beware!

Last month I wrote an article giving some insight into the three negotiator types by using 3 head football coaches in the NFL as comparison: Pete...

Negotiation Mistakes

Assumptions: Negotiation Mistakes That Haven’t Been Made Yet

Everyone pretty much knows the old saying about assumptions making a you know what out of both you and your counterpart. While personally I am not...

Negotiation Tactics

Is Timing Really Everything?

The answer to this question has solely to do with the notion of how negotiator types perceive good use of time. Something to keep in mind for those...

Preparing to Negotiate

Ignore Human Nature at Your Peril

This phrase is one of the negotiation philosophies we live by at Black Swan. It is amazing how much you can get accomplished in any given...

Contract Negotiations

Value vs. Price

Here are the five things you should consider when trying to identify value.