The Edge Newsletter

Preparing to Negotiate

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...

Preparing to Negotiate

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...

Preparing to Negotiate

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,...

Preparing to Negotiate

What Type of Negotiation Are You Walking Into?

At a high level, The Black Swan Group believes that all negotiations are the same. Whenever you find yourself in a negotiation, regardless of the...

Preparing to Negotiate

How to Separate Needs vs. Wants in a Negotiation

In every negotiation, each side has things they need to have and things they want to have.

Preparing to Negotiate

Dealing with a Cut-throat Negotiator

The Black Swan Method™ was originally designed for the cut-throat negotiator. Check out this quick clip to learn how to deal with these folks (and...

Preparing to Negotiate

How Negotiation Coaching Can Help You Get to the Next Level

You have read Never Split the Difference™. You have thoroughly researched The Black Swan Group. You have subscribed to our newsletter. You have found...

Preparing to Negotiate

Seven Seconds: How to Crush Your First Impression

This blog was originally published on 11/26/2018 and updated on 10/22/2020. Seven seconds. That’s all the time you have to make a first impression,...

How to Negotiate

Negotiation Training: How To Make A Counter-Proposal?

This blog was originally published on 5/28/2018 and updated on 9/10/2020. When you’re responding to a counterproposal, you need to make sure you...

How to Negotiate

How to Negotiate with Difficult People

I’m on the wrong side of customs in Australia, and my bags are still inside. I’m not interested in getting stranded or missing my connection, and I’m...

How to Negotiate

Negotiation Skills Training: The Key to Disarming The Attack

This blog was originally published on 7/23/2018 and updated on 9/3/2020. When you go into a negotiation that is likely to be combative, there are...

Preparing to Negotiate

How to Develop Your Mindset Before a Negotiation

In a previous post, we outlined the important role mindset—the set of attitudes, beliefs, and assumptions that governs your behavior—plays in...