Milton “Troy” Smith

Milton “Troy” Smith
Milton “Troy” Smith is a Negotiation Instructor and Coach at The Black Swan Group who joined the team in July 2020. Troy is a retired San Antonio Police Department officer who spent 23 years with the department, including 22 years in specialized units—such as the SWAT/Crisis Negotiators team and the U.S. Marshals’ Fugitive Task Force. During his career, Troy was involved in more than 300 hostage negotiations, including 270 as a lead negotiator, and never lost one of them.

Recent Posts

Black Swan Negotiation Skills Training: Mislabels

By Milton “Troy” Smith | April 25, 2022

The Black Swan Group often recommends using Labels™ to describe emotions that are displayed, verbalized, or implied but not directly articulated. In this negotiation skills training post, we will explore Mislabels—the Label’s counterpart.

Read More >

Negotiation Tips Post-Mortem: How to Identify Your Missteps

By Milton “Troy” Smith | March 07, 2022

Here’s a negotiation tip: The world’s most effective negotiators understand that they can always sharpen their skills and improve, regardless of the outcome of their last engagement.

Read More >

How Social and Emotional Intelligence Leads to Strong Negotiation Skills

By Milton “Troy” Smith | December 13, 2021

The best negotiators are all focused on the same thing: using Tactical Empathy™ to understand what is making their counterpart tick and influencing their decision-making.

To get there, it’s critical to sharpen your social and emotional intelligence skills.

After all, you always want to be in a position where you can tell your counterpart that you understand exactly what they’re thinking. Ideally, you should be able to vocalize their thoughts from their perspective so perfectly that they have no choice but to respond with the two magic words: that’s right.

Once you’ve reached that point, the deal closes itself. 

Read More >

4 Ways Active Communication Can Lead to More Deals

By Milton “Troy” Smith | December 06, 2021

Many humans have a hard time communicating clearly with other people. More often than not, we beat around the bush and talk in roundabout ways instead of being upfront, open, and honest. In many cases, understanding what someone is saying can feel like pulling teeth.

The good news is that by making it a habit to use active communication, you can increase the likelihood you are easily understood, leading to more deals. Here’s how to do that: 

Read More >

Sales Negotiation Strategies for Nonconfrontational Individuals

By Milton “Troy” Smith | July 19, 2021

Every now and again, the best negotiators find themselves sitting across the table from someone who is nonconfrontational.

Because we are all so accustomed to dealing with counterparts who love to battle, it’s always worth revisiting the most effective ways to deal with nonconfrontational people.

Read More >

How to Approach Difficult Conversations with Co-workers

By Milton “Troy” Smith | May 17, 2021

Though I’ve retired from active duty, I’m still a reserve deputy in my local county. Recently, a new assistant chief came into the department and wanted to show the rest of the crew that he had power. So he met with the reserves and talked about 10 different projects he wanted to get off the ground.

Read More >

Price Negotiation: How to Get the Best Deal Every Time

By Milton “Troy” Smith | May 10, 2021

Whether someone is buying a new car or making a multi-million dollar business deal, who wants to pay a single penny more than they absolutely need to?

Using The Black Swan Method™ to guide your price negotiation strategy, it is possible to get the best deal every time.

Read More >

How to Separate Needs vs. Wants in a Negotiation

By Milton “Troy” Smith | April 12, 2021

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

Read More >

The Most Underutilized Negotiation Skill

By Milton “Troy” Smith | February 15, 2021

The first time I ever handled a hostage negotiation, the whole thing was over in five minutes. I thought that negotiation was easy and that I was a natural.

Read More >
Have questions about training, speaking engagements, or coaching?
Contact Us