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How Expert Negotiators Use “No” to Close

How Expert Negotiators Use “No” to Close

Yes is a useless word. When anything is really important, we don’t even bother with yes. It’s B.S. anyway and almost always fake. When it’s important...

How to Use the Key to Tactical Empathy
How to Negotiate

How to Use the Key to Tactical Empathy

Everyone who grasps the importance of that’s right is making incredible breakthroughs in their negotiations. They are killing it. And you will, too....

The Best Leadership Books of the Last Decade
Leadership Skills

The Best Leadership Books of the Last Decade

Great leaders are always trying to develop new skills to increase their effectiveness. One of the easiest ways to do that is by learning tips and...

Bullsh*t On Compromise
Negotiation Tactics

Bullsh*t On Compromise

The Black Swan Group is here to call “bullshit” on compromise—exactly as we did in our book. Here are two reasons why.

How To Negotiate Your Utility Bills Down
How to Negotiate

How To Negotiate Your Utility Bills Down

Are you spending more than you need to on utilities? Almost certainly, if we’re being honest. Renegotiating your utility bills on a regular basis is...

Are You Tactical-Empathy Curious?
Negotiation Tactics

Are You Tactical-Empathy Curious?

First things first: Watch this absolutely hilarious Chris Voss TEDx talk on tactical empathy.

How to Tell If Someone Is Bluffing
How to Negotiate

How to Tell If Someone Is Bluffing

How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we...

The 3 Laws of Leverage
Negotiation Tactics

The 3 Laws of Leverage

There are generally three ways to think about leverage in negotiations:

How to Deal with a Liar During Negotiations
How to Negotiate

How to Deal with a Liar During Negotiations

Our company used to say, “Yes is nothing without how.” But after years of negotiations, we’ve realized that this isn’t completely accurate. In...

The Four-Step Process To Get You Better Offers
Preparing to Negotiate

The Four-Step Process To Get You Better Offers

After receiving an offer, you may be asking yourself, “How do I know I got everything that I could have gotten?”

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

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