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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...

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...

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...

Black Swan Negotiation Skills Training: Quick 2+1™
How to Negotiate

Black Swan Negotiation Skills Training: Quick 2+1™

We start every Black Swan live training session with the same exercise: the Quick 2+1™. It’s our foundational skill set.  At the end of the day,...

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...

How To Get Buy-In With The 3 Most Effective Communication Techniques
Communication Techniques

How To Get Buy-In With The 3 Most Effective Communication Techniques

This blog was originally published on 03/6/2017 and updated on 7/16/2020. Negotiation is an information-gathering process. It’s not about getting...

Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.
How to Negotiate

Let’s Put ‘Yes’ Out of Its Misery. ‘Yes’ Is Not Agreement.

At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why. When Never Split the...

3 Sales Negotiation Tips for Women
How to Negotiate

3 Sales Negotiation Tips for Women

When a woman sits down at the negotiating table, her counterpart may harbor a number of preconceived notions about her, sometimes consciously but...

How to Build Rapport Quickly in Any Situation
How to Negotiate

How to Build Rapport Quickly in Any Situation

At the end of the day, people like doing business with people they like.  This is why it’s so important to build rapport as quickly as you can...

The Most Underutilized Negotiation Skill
Communication Techniques

The Most Underutilized Negotiation Skill

The first time I ever handled a hostage negotiation, the whole thing was over in five minutes. I thought that negotiation was easy and that I was a...

What Is The Black Swan Group's Negotiation 9™ (N9™)?
Communication Techniques

What Is The Black Swan Group's Negotiation 9™ (N9™)?

The Black Swan Group’s Negotiation 9™ (N9™) are the nine skills that make it easy to achieve Tactical Empathy™ (TE™) —the best way to accomplish...

How to Prepare for a Virtual Job Interview
How to Negotiate

How to Prepare for a Virtual Job Interview

If we’ve learned one thing during COVID-19, it’s that it’s not that hard to maintain already-established relationships virtually. But what about...

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