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5 Ways Tactical Empathy Can Assist You In Getting What You Want
Negotiation Tactics

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...

How Using Labels™ Can Help You Close More Deals
Negotiation Tactics

How Using Labels™ Can Help You Close More Deals

A Label™ is a negotiation skill that enables us to bring thoughts and sentiments left unsaid by our counterpart to the surface.

How to Use Labels™ to Neutralize Negative Emotions in a Negotiation
Negotiation Tactics

How to Use Labels™ to Neutralize Negative Emotions in a Negotiation

Humans are wired to think negatively.

Dealing with an Over-Inflated Ego
Negotiation Tactics

Dealing with an Over-Inflated Ego

For the most part, people don’t understand egos. When our counterpart has an ego, we don’t like it. We call folks with over-inflated egos...

10 Rules You Need to Break Right Now
Negotiation Tactics

10 Rules You Need to Break Right Now

1. Ask good questions – False You need to gather information–yet people hate being interrogated. Questions create friction, diminish rapport, and...

3 Ways Tone Can Make or Break a Deal
Communication Techniques

3 Ways Tone Can Make or Break a Deal

Your tone of voice is the first thing people notice about you. Tone is more than just volume—it’s a balance of your pitch, pace, timbre, intonation,...

3 Signs It’s Time to Cut Your Losses and Move on to the Next Deal
Negotiation Tactics

3 Signs It’s Time to Cut Your Losses and Move on to the Next Deal

According to Black Swan CEO and founder Chris Voss, it’s not a sin to not get a deal. However, it is a sin to take a long time to not get a deal.

4 Ways to Neutralize Manipulative Negotiation Tactics in Any Relationship
Negotiation Tactics

4 Ways to Neutralize Manipulative Negotiation Tactics in Any Relationship

The Black Swan Group teaches the power of Tactical Empathy™. Although we encourage clients to defer and subordinate themselves to their counterparts,...

How To Use Silence To Your Advantage
Negotiation Tactics

How To Use Silence To Your Advantage

One of my business school students recently sent me an email that said: “One thing you’ve emphasized in class is using a skill and then shutting up....

7 Negotiation Tips for Closing Deals with New Vendors
Negotiation Tactics

7 Negotiation Tips for Closing Deals with New Vendors

Every high-performing salesperson is focused on the same thing: closing deals with new vendors as often as possible. For the most part, winning...

How to Use Negotiation Skills to Earn a Free Suitcase
Communication Techniques

How to Use Negotiation Skills to Earn a Free Suitcase

Recently, I helped one of my colleagues “earn” a free suitcase by using Black Swan skills. She was staying at a hotel in Detroit for a work...

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Better listening. Better questions. Better outcomes.

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