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The Power of Calibrated Questions™: Shaping Conversations with Precision
Most people think questions are just a way to get answers. But if that’s how you’re using them in your negotiations, you’re missing the point—and...
Stop Chasing 'Yes': The Game-Changing Negotiation Hack You Need to Know
For years, the negotiation world was obsessed with chasing "yes." We’ve been conditioned to believe that every step toward an agreement should be...
The Questions That Will Tank Your Negotiation (and What to Ask Instead
If you’ve been in any negotiation, you know that the questions you ask aren't just about gathering information—they’re tools that shape the dynamics...
Key Concerns for Different Negotiation Conflict Personality Types: Likability vs. Being Liked
In the world of high-stakes negotiation, understanding the interplay between likability and the psychological need to be liked is crucial. These two...
Why You Want to be Likable More Than Being Liked for Successful Negotiations
The Premise of Likability vs. Being Liked in Negotiation In negotiation, the concepts of being likable and being liked are often confused, yet they...
Addressing possible Deception in a Negotiation
In the realm of negotiation, detecting deception is critical. However, it's also one of the most challenging aspects to master. Deception detection...
How to Respond to Verbal Attacks
Verbal attacks can happen in both personal and professional settings, triggering emotional responses that can cloud our judgment and derail...
Common Conflicts and Issues with Different Personalities
When negotiations break down, despite your best efforts, it is likely not because of terms or price. Failure is a result of a fundamental disconnect...
6 Surprising Signs Your Deal is Going to Fail Miserably
We don’t teach backup plans at The Black Swan Group—we teach pre-emptive plans so that a backup plan is never needed. Our philosophy is that you...
5 Ways Tactical Empathy Can Assist You In Getting What You Want
Why do some people appear to be more persuasive than everyone else? Contrary to what you might think, the ability to gain influence in a negotiation...
3 Ways Leaders Can Employ Accusation Audits®
Anyone who leads a team or an organization is in a position of authority, meaning it’s only a matter of time before they have to deliver bad news to...
Are You The Favorite or The Fool?
A few years ago, I was coaching a real estate developer client ahead of an upcoming negotiation. His organization had been working on a prospect—a...