Negotiation Mastery Newsletter
Learning Center
Bookstore
Who We Are
Our Difference
The Magic Label: "It Seems Like You're Under a Lot of Pressure"
Picture yourself across the table from a counterpart whose very presence is radiating tension. The clenched jaw. The clipped answers. The kind of...
Leadership & The Black Swan Group – Professional Correlations
At first glance, it may seem unusual that former hostage negotiators are teaching leadership strategies to the business world. Yet the correlation...
Price Isn’t Value: How to Negotiate What Actually Matters
When people hear the word “value,” most immediately think of price. I get it—money is concrete. It’s measurable. It shows up on the offer sheet. But...
How to Successfully Negotiate with People in Cross-Cultural Settings
In today’s international business environment, you may speak several languages or work with people from different countries. Whenever people want or...
Summary™ and Paraphrase: What, How, When
So far, we have talked about the fear of public speaking (glossophobia) being the most widespread of all phobias. It surpasses the fear of death and...
From Conflict to Connection: How Tactical Empathy® Rebuilds Parent-Teen Relationships
Marcella's Perspective: Creating Connection Through Curiosity This week, Marcella continues the conversation Black Swan Instructor Sandy Hein...
The Power of Reciprocity: Parenting Lessons from Tactical Empathy®
This is the first publication of a two-part series. Stay tuned for Black Swan Instructor Marcella Oakley’s insights next week. When most people think...
Managing Up with Tactical Empathy®
Start with Their World When I hear “managing up,” my first instinct isn’t to stack arguments, polish a slide deck, or rehearse talking points—it’s to...
How to Apply The Black Swan Method™ in Cross-Cultural Negotiations
During the 2025 Negotiation Mastery Summit, several participants asked me insightful questions about applying The Black Swan Method™ in...
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 Problem: You're Negotiating With Ghosts The moment...
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...