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Why Tone Is the Secret Weapon of Negotiation
Most people expect negotiations to be difficult and attacking. They put their boxing gloves on to gear up for a fight. But here's what immediately...
How to Spot and Avoid False Agreements in Negotiation
I’ve sat across countless tables—boardroom, Zoom grid, even the occasional school cafeteria—where someone fires off a “Yes, let’s do it,” and yet, my...
Bridging the Gap: Using Tactical Empathy® to Neutralize Power in Negotiations
Power imbalances show up in almost every negotiation—but they don’t have to control the outcome. Whether you’re up against a dominant counterpart or...
Power Perceptions in Negotiations: Defuse, Balance, and Gain Trust
Power in negotiation isn’t about control. It’s about perception. And when you mishandle those perceptions, things go sideways—fast. Misread cues,...
How to Let Someone Down Without Destroying the Relationship
Letting someone down is one of the hardest conversations we face. Whether it’s in business, leadership, healthcare, or family life—most people dread...
When Silence Isn’t Golden: How to Handle the Silent Treatment in Negotiation
When Silence Shows Up, Pay Attention There’s a moment in every tough negotiation when it gets quiet. I mean, awkwardly, maddeningly,...
“It seems like something just crossed your mind” - A Magic Wand Phrase
How to read between the lines is really how to investigate between the lines. The power of observational intelligence is driven by curiosity, and not...
How I Negotiated Ice Cream Out of a “No Substitutions” Menu - A Lesson in Possibility
How a Dinner Plan Turned Into a Negotiation Challenge It started as a simple idea—an intimate dinner for 10 to kick off an EOS Mastery Cohort in San...
Bargaining vs. Negotiation: Why Good Negotiators Never Need to Bargain
Negotiating and Bargaining are often thought of as the same thing. From the Black Swan perspective, they are drastically different. And if you want...
The Power of 'How Am I Supposed to Do That?' - A Negotiation Perspective
In the high-stakes world of hostage negotiation, words can mean the difference between life and death. During my years as the FBI's lead...
How to Stop Negotiating With Yourself
The Black Swan skills are fascinating. Developing them each day keeps your mind nimble and your relationships bomb-proof. Some challenges help you...
Ego-Labeling: The Three Words That Unlock Doors
I was preparing for a high-stakes talk at JP Morgan. Two hours before I went on stage—right before Jamie Dimon, no less—my PowerPoint got flagged for...