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What’s the Difference Between Sympathy and Empathy?
People always confuse sympathy with empathy, but they are vastly different concepts. At a high level, sympathy is about using common ground and...
The Most Basic Negotiation Skill Anyone Can Use
The most basic negotiation skill anyone can start using is simple—listening. Becoming a better listener will help you with the rest of the...
3 Steps for Developing a Collaborative Mindset
In far too many negotiations, both sides consider each other adversaries: I want to get what I want to get, and they want to get what they want to...
How to Debrief Post-Negotiation (Hot Wash)
Even the best negotiators in the world can improve.
3 Ways to Prepare for Challenging Negotiations
Some negotiations are harder than others. That’s just the way it is. When the stakes are highest, nobody rises to the occasion. Instead, we all fall...
5 Ways to Develop Self-Confidence in Negotiations
The world’s best negotiators never buckle under pressure. Instead, they’re calm, cool, and collected when they sit down at the table—and that’s...
Using the C.A.V.I.AA.R™ Method to Prep for Negotiations
Any time you are about to sit down at the table when the stakes are highest, you’re under a lot of pressure. To get the outcomes you’re aiming for,...
4 Tips for Jump-Starting Stalled Negotiations
Even the best negotiators in the world hit an impasse now and again. Next time you find yourself in the middle of a stalled negotiation, lean on...
3 Negotiation Exercises to Sharpen Your Skills
The skills we teach at The Black Swan Group can help you transform your approach to negotiation. But, just like anything else, the skills are...
Why Explaining Too Early Is Hurting Your Closing Rate
As Ronald Reagan once said: If you’re explaining, you’re losing. So if you’re constantly explaining at the negotiation table, your closing rate will...
3 Communication Skills to Close Deals Faster
The Black Swan Group has a saying: It’s not a sin to not get the deal, but it is a sin to take a long time to not get the deal. Next time you find...
Navigating Language Barriers in International Negotiations
As we continue coaching clients all around the world, there’s a tendency we see over and over again in which folks think that certain negotiation...