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How to Negotiate Salary Offers: What to Say and Avoid
“Thank you very much for participating in the interview process…”
How to Build Rapport With Your Boss: Managing Up
Why does managing up start with your boss's world, not your case? When I hear “managing up,” my first instinct isn’t to stack arguments, polish a...
Negotiation Strategies Harvey Specter Gets Wrong
The problem is not Harvey Specter. The problem is copying what looks effective on screen and expecting it to work in real negotiations. There is a...
From Trust to Influence: The Negotiation Skill Most People Skip
When I think about effective negotiation, I often break it down into two critical phases: building rapport and establishing influence. But what...
The Hidden Negotiation Happening in Your Head
The Black Swan skills are fascinating. Developing them each day keeps your mind nimble and your relationships bomb-proof. Some challenges help you...
Negotiation is a Performance Skill
Negotiation is a performance skill, like golf. No matter how much you read about golf, you won’t get better. And if you want to improve your golf...
How to Negotiate Effectively Using The Black Swan Method® in Your Native Language
Last time, we talked about how to apply The Black Swan Method® in cross-cultural negotiations. What if you’re negotiating with someone who shares...
The Magic Label: "Have You Given Up On _____?"
You've sent the follow-up emails, text messages, voicemails and... nothing. Dead silence. Your counterpart has vanished into the digital void,...
How to Collaborate Through and Beyond Disagreement
Why Most Collaboration Fails When It Matters Most If you’ve ever walked away thinking, “That could’ve gone better,” you’re not alone. Whether you’re...
What Hostage Negotiations Taught Me About the Power of Curiosity
You’ve probably walked into a negotiation already convinced you knew the outcome. Maybe you assumed you knew the other side’s position, their...
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...