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

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.

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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.

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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.

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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. 

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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.

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