Blog: The Negotiation Edge

Ignore Human Nature at Your Peril

Ignore Human Nature At Your Peril

This phrase is one of the negotiation philosophies we live by at Black Swan. It is amazing how much you can get accomplished in any given interaction/negotiation by appealing to the human nature side of someone else.

An FBI Hostage Negotiator Teaches You – The “Chris” Price

As a hostage negotiator, I know that getting a hostage taker to use the hostage’s name humanizes the hostage and makes it less likely they will come to harm. This process is what we in The Black Swan Group now refer to as “forced empathy.” It makes the other side see you, and see you as a person.

Do You Like Me?


Quick Tips

QUICK TIP#1 - Listen to their use of personal pronouns. Are they trying to show their importance or obscure it?