The Rule of 3

If you are involved in business you will have most certainly experienced a situation where there was an effort made to come to an agreement with...

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...

Preparing to Negotiate

An FBI Hostage Negotiator Teaches You – The “Chris” Price

As a hostage negotiator, I know that getting a hostage taker to use the hostage’s name humanizes the hostage and makes it less likely they will come...

Contract Negotiations

Value vs. Price

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

Negotiation Mistakes

3 Problems With “I am Normal”

1. Our unconscious reaction to those who see things differently from us is they’re “abnormal.”