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Latest Resources
Tactical Empathy
Managing Up with Tactical Empathy®
Start with Their World When I hear “managing up,” my first instinct isn’t to stack arguments,...
How to Apply The Black Swan Method™ in Cross-Cultural Negotiations
During the 2025 Negotiation Mastery Summit, several participants asked me insightful questions...
Don’t Be So Sure: Why Your Assumptions Kill Deals
When was the last time being "sure" about someone's reaction actually helped you close a deal? The...
How to Negotiate
Why Tone Is the Secret Weapon of Negotiation
Most people expect negotiations to be difficult and attacking. They put their boxing gloves on to...
How to Negotiate
How to Spot and Avoid False Agreements in Negotiation
I’ve sat across countless tables—boardroom, Zoom grid, even the occasional school cafeteria—where...