Brandon Voss

Brandon Voss
Brandon Voss is the Director of Operations and an Instructor/Consultant with 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

Why Bargaining Isn't Getting You What You Want

Whether you are working out a high-stakes business deal, negotiating with a vendor, or simply discussing with coworkers what to order for lunch, bargaining isn’t likely to get you what you want. Here’s why seasoned negotiators don’t bargain—and why you shouldn’t either if you want to get ahead.

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The Key to Disarming The Attack

When you go into a negotiation that has a high probability of being combative, these are the strategies for overcoming those points of contention. In fact, most of the approach stems from ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure the other side won’t have to experience the irritation ever again.

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The Dos and Don'ts of Negotiating with Vendors

Okay, so you’ve reached out to a vendor, communicated what you’re looking for, and requested a service-level agreement (SLA), timeline, and price quote. In an ideal world, the proposal you receive would match your desired budget, goals, and expectations. But that’s often not the case.

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3 Ways to Negotiate Like a Black Swan

One definition of negotiation that can be found in a dictionary is "a focused comparison of ideas/results," which to me is a sophisticated way of saying an argument over issues.

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How To Make A Counter-Proposal?

    When responding to any counter-proposal, you need to make sure you don’t let yourself get sucked into the sequential move game. In a sequential move game with “evenly” matched players, as a second mover, you can only tie or lose. Are you interested in a more complicated game of tick tack toe?

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How Your Perception Is Hurting Your Deals

Before you go into any negotiation you probably address some form of the below: Time spent planning Purpose of interaction How do we move the negotiations forward?   Now ask yourself, how much of that is self-centered?

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4 Things to Expect in A Negotiation

If you knew what the people on the opposite side of the table thought you’d surely get everything you wanted. Unfortunately, you don’t have a crystal ball or a time machine and haven’t fully developed your psychic abilities just yet. Hence the reason for a communication process and varying amounts of preparation based on circumstance and of course time.

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How to  Answer All Their Questions

Having an individual or a team of people ask you questions is an easily foreseeable part of negotiation. Knowing that negotiation is an information gathering endeavor, you need to be prepared to make sure you take every opportunity to make yourself smarter. Sometimes these moments are when questions are asked of you. They are trying to piece together the puzzle for themselves which is why they...

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2 Key Ways To Make Your Counterpart The Problem Solver

We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning your counterpart into the solver of problems is essential to making this happen for 2 reasons. First, we know that human nature tells us people feel in control when they are doing the talking. Second, buy-in is paramount to great execution. As a...

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3 Ways to Influence Behavior

How can you close deals without influencing the other side? You simply can't. Influencing behavior is key to success not just in business, but in life. It's important to remember when trying to influence behavior is that human nature reaction is the beginning of decision making. Here are 3 ways you can use human nature to help influence behavior. 

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