What do Great Rainmakers Have in Common With Great Hostage Negotiators?

By Chris Voss | February 11, 2014

Intuition.

Yet, is intuition something magical, that you’re born with? Can you grow it? Is it nature or nurture?

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Is Timing Really Everything?

By Brandon Voss | February 11, 2014

The answer to this question has solely to do with the notion of how negotiator types perceive good use of time. Something to keep in mind for those that are in a current negotiation, how does your counterpart see time? If you do know, how have you used it to your advantage? Are you confident enough in your answers to bet a million dollars on it?

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Implementation—A “Yes” Without a “How” Can Be Dangerous

By Derek Gaunt | February 11, 2014

To me, one of the more important things in life is sleep. For me, it ranks up there with some of life’s greatest pleasures, so I go to the sleep bank frequently to make withdrawals. This was the case a few weeks ago when a phone call raised me out of the delicate embrace of the REM stage. It was my eldest daughter.

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Empathy: Ted Leonsis and Sumner Redstone

By Chris Voss | January 08, 2014

Empathy is for mercenaries and missionaries. Empathy strengthens relationships, creates flexibility in your counterpart and prevents blunders.

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The Rule of 3

By Brandon Voss | January 08, 2014

If you are involved in business you will have most certainly experienced a situation where there was an effort made to come to an agreement with another party. Unfortunately, there is also a good chance that you have gotten a “yes” from one or more counterparts and later found out it was a “no”. This is probably also true of many personal relationships.

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Sticking to your Training Avoids Dumb Mistakes

By Derek Gaunt | January 08, 2014

Continuing last month’s theme of sticking to you training, I remind you of a critical factor in hostage/barricade management.

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Quick Tips

By Black Swan Team | January 08, 2014
  1. Leverage is in the eye of the beholder
  2. No matter what happens; your counterpart can never make you say “yes”
  3. Empathy is a required precursor to Assertiveness
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Quick tips

By Black Swan Team | December 10, 2013

Here are the Black Swan quick negotiation tips for December:

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Ignore Human Nature at Your Peril

By Brandon Voss | November 15, 2013

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.

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