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.