2 Key Ways To Make Your Counterpart The Problem Solver

By Brandon Voss | January 15, 2018


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 negotiator, your task is to with presenting moments for the other side to do some contemplating. Facilitate an interaction where they are considering things they feel the need to collaborate with you on directly, have to check with their team on, or both.

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Protect Your Profit like Marcus Lemonis

By Chris Voss | January 08, 2018

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Marcus Lemonis would have been a great hostage negotiator.

“I understand you guys have rights and remedies under the agreement to pursue whatever it is and I respect that. We will accept whatever the consequences are.”

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How To Have More Joy This Holiday Season

By Chris Voss | November 27, 2017

What The Black Swan Group teaches is applicable to our daily lives, including family and friends this holiday season! Proactively tell people you care about what you’ve loved about them, even if it isn’t showing itself at the moment, and watch the great result.

Here’s a great story that recently shared with me. I realized it was a great example of the results from proactively nurturing “positives”.

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Are You The Favorite or The Fool?

By Derek Gaunt | November 20, 2017

Two weeks ago I coached a client before an upcoming negotiation. His company had been engaged in a relationship with a prospect for over a year that was based on assumptions that were never tested. My client is a real estate developer. The prospect was a potential tenant. The potential tenant provided a Letter of Interest as well as personally expressing their interest in leasing from my client. My client assumed all was good and passed the potential tenants on to other divisions and departments within his company to finalize the lease contract. What he did not know at the time was that the potential tenant had tendered a counterfeit yes.

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How To Overcome The Objection Every Time

By Chris Voss | November 13, 2017

How do you overcome the objection every time? Live by 2 rules:

  1. Treat every stated objection as a counter-offer in disguise – an implied agreement.
  2. The stated objection isn’t the real problem. It’s blocking for an emotional one.
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3 Ways to Influence Behavior

By Brandon Voss | November 03, 2017

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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Bridging the Gap: Why Hostage Negotiation Is Successful In Business

By Derek Gaunt | October 23, 2017

Last week, I was presenting basic negotiations concepts to a group of CEOs and senior managers. About 45 minutes into our talk, one of the participants asked if I was going to draw a correlation or otherwise explain how hostage negotiations techniques apply to the business world. 

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VIDEO  - Why “Yes” Is Killing Your Deals

By Chris Voss | October 16, 2017

Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the night, you need to rethink your communications with them. Learn 3 ways to avoid this in your conversations.

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3 Keys to Negotiation

By Brandon Voss | October 09, 2017

No matter who you talk to there is an agenda. Even if that agenda is on a personal level and it happens to be catching up or shooting the breeze. 

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2 Techniques To Fend Off An Attack

By Derek Gaunt | September 25, 2017

Have you ever been in a difficult conversation where the other person appears intent on pulling you into an argument or trading personal attacks? We all have. When under attack during a difficult conversation our default response is to attack back. This is especially true when the attack appears out of nowhere, is irrational or personal. It evokes emotion.

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