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The Black Swan: What It Is and How to Find It
Preparing to Negotiate

The Black Swan: What It Is and How to Find It

In general if someone refers to something as being a black swan they’re referencing it as a completely unexpected or unpredictable but extremely...

5 Negotiation Steps That Will Close Your Next Deal
Preparing to Negotiate

5 Negotiation Steps That Will Close Your Next Deal

In an ideal world, closing deals would be easy.  And with the right approach, it sometimes is. Before sitting down at the table next time, take these...

Unwilling to Make Concessions in Negotiation?: Do This Instead
How to Negotiate

Unwilling to Make Concessions in Negotiation?: Do This Instead

You’ve got a logjam. The other side has dug in. Your boss may want you to make this deal or maybe there’s something else motivating you to work it...

Labels vs. Questions: Unlocking ‘The Floodgates of Truth Talk’
How to Negotiate

Labels vs. Questions: Unlocking ‘The Floodgates of Truth Talk’

Labels are the best information-gathering device out there. Bar none. This is so true that Brandon Voss of The Black Swan Group has even designated a...

How to Get Your Counterpart to Bid Against Themselves
How to Negotiate

How to Get Your Counterpart to Bid Against Themselves

You may not think that it’s easy to get the other side to bid against themselves. But you’d be wrong. When you’re selling something, there’s a price...

What's the Deal with Anchoring in Negotiation?
Preparing to Negotiate

What's the Deal with Anchoring in Negotiation?

Anchoring, or establishing a reference point in a negotiation, is a technique that can help you get the best deals. But it doesn’t always work that...

Why Logrolling Negotiation Is Garbage (And What to Do About It)
Preparing to Negotiate

Why Logrolling Negotiation Is Garbage (And What to Do About It)

There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage It’s a compromise. It’s...

What Does a
Preparing to Negotiate

What Does a "Collaborative Negotiation" Look Like?

How do you set a tone of collaboration that sticks—especially with someone that sees the negotiation as win-lose, and they want you to lose? It’s...

Fixing a Bad Cold-Calling Script
How to Negotiate

Fixing a Bad Cold-Calling Script

Cold calling: It might not be the most exciting thing to do, but in the world of sales, it comes with the territory. While cold calls are probably...

The Four-Step Process To Get You Better Offers
Preparing to Negotiate

The Four-Step Process To Get You Better Offers

After receiving an offer, you may be asking yourself, “How do I know I got everything that I could have gotten?”

The 5 New Rules for Winning Negotiations
Preparing to Negotiate

The 5 New Rules for Winning Negotiations

Who knew hostage negotiation actually uses the same principles that apply to all negotiations?! Hostage negotiation started in the 1970s, before...

3 Scenarios to Practice Your Negotiation Skills
Preparing to Negotiate

3 Scenarios to Practice Your Negotiation Skills

There’s one commonality that all effective negotiators share: they consciously make the decision to negotiate in their daily lives. It may sound...

Harness the Power of Tactical Empathy®

Better listening. Better questions. Better outcomes.

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