Brandon Voss

Brandon Voss is the President of The Black Swan Group. Brandon has been instrumental in adapting the FBI’s hostage negotiation techniques to the business world. In addition to training clients, Brandon has guest lectured at USC Marshall School of Business and Georgetown McDonough School of Business.
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Recent Posts

Try This Body Language Technique in Your Next Negotiation

By Brandon Voss | May 04, 2020

Nonverbal cues and body language play a crucial role in negotiations. For example, many of us nod our heads yes to show the other side we agree with what they’re saying, and we shake our heads no to get the other side to pause and reflect.

For many of us, thinking about body language stops here. But the more conscious you are about using body language as a tool in negotiations, the more effective your efforts will be.

Here’s one body language negotiation technique to try next time you find yourself at the table: Lean forward toward your counterpart and turn your head to show them that you are trying to listen more intently by facing your ear in their direction. 

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The Right Way to Use Leverage in a Negotiation

By Brandon Voss | March 02, 2020

There’s a fundamental mindset problem with trying to gain negotiation leverage: You’re trying to take advantage of the other side or the situation at hand to the detriment of your counterparts.

The reality is that the other side can feel it when you’re trying to leverage your position. It’s very apparent. No matter how slick you think you are, it’s no secret. The other side will always pick up on the fact that you’re trying to use leverage on them, and they won’t like it.

Do you really think people are going to be happy working with you knowing that you’re trying to take advantage of where they’re sitting?

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5 Negotiation Steps That Will Close Your Next Deal

By Brandon Voss | February 24, 2020

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 five negotiation steps to increase the chances you get the outcomes you’re aiming for.

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Why You Should Invest in Negotiation Training in 2020

By Brandon Voss | January 06, 2020

No matter how good a negotiator you are, you can always be better. What it all boils down to is that everyone can continuously improve their negotiation skills at any time, becoming more influential and persuasive along the way.  Being influential through the use of tactical empathy does not stop once you are out of a “business environment.

If your goal is to become better at negotiation—or you want to develop a team of expert negotiators—you may want to consider investing in negotiation training in 2020 and beyond.

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Negotiation Tactics to Use Over Email, on the Phone, and Face to Face

By Brandon Voss | December 16, 2019

Whenever you interact with someone—whether it’s over email, on the phone, or face to face—they tend to remember two things about your encounter:

  1. The most intense moment of the conversation
  2. The last moment of the conversation

That said, different mediums of communication lend themselves better to different negotiation tactics. By letting those two ideas guide your negotiations and coupling them with medium-specific negotiation tools, you can become a more persuasive negotiator in any scenario.

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How to Get Your Counterpart to Bid Against Themselves

By Brandon Voss | December 09, 2019

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 point you have in mind. At the same time, your counterpart has their own general motivations when they come to the table. They have their own number in mind—or at least a range of numbers in mind—for what they’re willing to spend. And that’s what they’re focusing on.

If you want to get your counterpart to bid against themselves, you need to keep one thing in mind: The interaction is not about you—it’s about them.

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Our 10 Most Popular Negotiation Terms That You Need to Know

By Brandon Voss | August 26, 2019

At Black Swan, we have a handful of negotiation terms that you’ve likely heard us say over and over again. Why? We are not in the business of reinforcing things that don’t affect your ability to influence your bottom line.

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Influencing with Tactical Empathy: A Glimpse into our Negotiation Seminars

By Brandon Voss | August 19, 2019

You’ve read the book. You keep tabs on our blog. Now, in an effort to sharpen your negotiation skills even further, you’re thinking about attending one of our live events. But maybe you don’t know what to expect—which is why you should continue reading. 

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Using Personality Types to Improve Your Sales Skills

By Brandon Voss | July 15, 2019

As American novelist Kurt Vonnegut wrote, it takes all kinds of people to make up a world.

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Communication at Work: Treating Employees like Humans

By Brandon Voss | July 01, 2019

Most people can relate to the proverbial “mean boss,” because unfortunately, we’ve all dealt with someone like this during our career. And it’s not exactly inspiring to work for someone who doesn’t value you or your time. 

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