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How Fear of Loss and Time Are Negatively Impacting Your Ability to Listen

How Fear of Loss and Time Are Negatively Impacting Your Ability to Listen

In the seventh hour of the hostage negotiation, the team psychologist leaned over and delivered a chilling message.

The Stealth Negotiation Superpower: Playfulness
Negotiation Training

The Stealth Negotiation Superpower: Playfulness

Here’s how I stumbled over the new superpower of playfulness to make a delightful deal…And learned the optimum time of day to make a deal.

The Magic Wand of Negotiation
Negotiation Tactics

The Magic Wand of Negotiation

“I need you to wave a magic wand.” This is the latest Black Swan Method Jedi phrase to accomplish things no one else can do and get people to move...

Fairness in Negotiations: 3 Myths That Hold You Back
Tactical Empathy

Fairness in Negotiations: 3 Myths That Hold You Back

“In life, you don’t get what’s fair, you get what you negotiate.” - Chris Voss

Negotiation Training: The Top 4 ‘No-Oriented’ Questions
Negotiation Training

Negotiation Training: The Top 4 ‘No-Oriented’ Questions

Yes doesn’t always mean yes. This is why shrewd negotiators don’t aim for yes, but instead try to get their counterparts to say no. In this...

10 Rules You Need to Break Right Now
Negotiation Tactics

10 Rules You Need to Break Right Now

1. Ask good questions – False You need to gather information–yet people hate being interrogated. Questions create friction, diminish rapport, and...

How To Use Silence To Your Advantage
Negotiation Tactics

How To Use Silence To Your Advantage

One of my business school students recently sent me an email that said: “One thing you’ve emphasized in class is using a skill and then shutting up....

10 Phrases That Reveal (Dangerous) Hidden Negotiations
How to Negotiate

10 Phrases That Reveal (Dangerous) Hidden Negotiations

“The most dangerous negotiation is the one you don’t know you’re in.” What hidden negotiations drain your time (your most valuable commodity) each...

Negotiator Concepts That Have Evolved Since Never Split The Difference™
Negotiation Training

Negotiator Concepts That Have Evolved Since Never Split The Difference™

Accusation Audits™ and Labels™ (more specifically, Asking Labels™) are two expert concepts that have evolved significantly since Never Split the...

Communication Skills: 3 Ways To Make “No” Work For You
Communication Techniques

Communication Skills: 3 Ways To Make “No” Work For You

Does yes really always mean yes? Absolutely not. When we say yes, we’re committing to something. And immediately after we’ve committed, we begin...

The Top 12 Must-Read Books for Expert Negotiators
Negotiation Training

The Top 12 Must-Read Books for Expert Negotiators

As MIT Professor Peter Senge once said, “the only sustainable competitive advantage is an organization’s ability to learn faster than the...

How to Negotiate Without Saying a Word
Negotiation Tactics

How to Negotiate Without Saying a Word

Is it ridiculous to think you can negotiate without saying a word? The infamous ratio The Black Swan Method™ teaches is 7:38:55. This means that the...

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Better listening. Better questions. Better outcomes.

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