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Why You Should Keep Your Counterpart Talking During a Negotiation
Improving Sales

Why You Should Keep Your Counterpart Talking During a Negotiation

At a core level, negotiation is a guided discovery process. That’s why you should always be curious in your negotiations. Otherwise, you can’t...

Why Explaining Too Early Is Hurting Your Closing Rate
Communication Techniques

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
Communication Techniques

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...

5 Ways to Control Your Emotions During Negotiations
Communication Techniques

5 Ways to Control Your Emotions During Negotiations

Even the most talented negotiators struggle with their emotions from time to time.  At the end of the day, emotions are one thing we can’t fully...

Communications Skills: Handling Objections
Communication Techniques

Communications Skills: Handling Objections

The best negotiators in the world are great at handling objections.  When you find yourself operating in the world of high-stakes negotiations, it’s...

How Cultural Barriers Can Impact Negotiations
International Negotiations

How Cultural Barriers Can Impact Negotiations

The most obvious cultural barrier that impacts negotiation is the language barrier. But beyond that, there are nearly 200 countries on the planet,...

The First Steps to Becoming a Skilled Negotiator
Negotiation Training

The First Steps to Becoming a Skilled Negotiator

If you’re new to negotiation and The Black Swan Method™, the first step to becoming a skilled negotiator is enrolling in our online class,...

Navigating Language Barriers in International Negotiations
Communication Techniques

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...

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

Negotiator Concepts That Have Evolved Since Never Split The Difference™ Was Published

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

How to Say “No” in a Negotiation
How to Negotiate

How to Say “No” in a Negotiation

Saying no is the most assertive thing you can do in a negotiation, meaning you should only do it when absolutely necessary. We encourage clients to...

Negotiation Training: When to Walk Away
Negotiation Tactics

Negotiation Training: When to Walk Away

The Black Swan Group has a saying: It’s not a sin to not get a deal, but it is a sin to not get a deal and waste a lot of time in the process....

Why Is Listening the Key to Active Communication?
Communication Techniques

Why Is Listening the Key to Active Communication?

Every person on this planet—regardless of where they hail from or their culture, ethnicity, or gender—wants someone else to understand their...

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

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