3 Ways To Uncover Black Swans That Will Boost Your Deals

By Brandon Voss | July 02, 2017

However you get into an interaction, whether you have had ample time to prepare or you have been thrown into the fires of Mount Doom, it is always good to have basic guidelines to abide by. Here are three we tend to lean on because of their influence on human nature reaction.

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Hang a Label On It

By Derek Gaunt | June 19, 2017

A “like” is an expression of value appreciation or desire that the Black Swan Group refers to as a positive. A “dislike” is a lack of appreciation, aversion or reluctance, to or for something. It is what we refer to as a negative. The positive or negative emotion that the counterpart attaches to a term or a dynamic is a clue as to the valuation they have put on it. The recognition, articulation, and exchange of values are what negotiation is all about.

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How to Use FBI Empathy

By Chris Voss | June 12, 2017

Do try this at home.

FBI Empathy = Revenue

Is revenue boring?

FBI empathy is the same as what we refer to as “tactical empathy” in our book “Never Split The Difference: Negotiating As If Your Life Depended On It.

What is it? It’s knowingly and intentionally influencing your counterpart’s emotions to make deals. It’s how you give your family a better life.

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The #1 Reverse Psychology Skill For When You're Attacked in a Negotiation

By Chris Voss | April 21, 2017

What's the best way to handle being attacked in a negotiation?

Call it reverse psychology. Call it a Jedi Mind Trick. Call it Emotional Intelligence on steroids. We call it Tactical Empathy. And it’s the stealth weapon of effective negotiation.

It’s counter-intuitive. It takes guts. It takes grit. And it works.

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How to Find Fairness In A Negotiation

By Brandon Voss | April 03, 2017
The old saying – “the first step to solving a problem is being aware that the problem exists.” On that same token, the first step to finding fairness in a negotiation is understanding that the other side’s view of fairness doesn’t even remotely resemble yours, their view of what is fair will probably seem crazy and illogical to you. Read More >

Why Your Logic Isn't Important In Negotiation

By Brandon Voss | December 05, 2016
We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious impact on our future – like in negotiation for example. Read More >

The Most Important Phrase To Master For Tough Negotiations

By Chris Voss | June 13, 2016

Master this way to say "no" that doesn't kill your deals and instead leads to success. 


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The Key to Negotiating Thanksgiving With Your Family

By Chris Voss | November 23, 2015

Eric Barker wrote in his blog “Barking Up The Wrong Tree” that gratitude is the tactical nuke of emotions. That when you bring yourself to feel it, gratitude does a remarkable job of wiping the negative emotions away.  That’s totally true and one of the key reasons top success performers like Tony Robbins teach people to focus on gratitude.

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Is Logic Real?

By Brandon Voss | October 26, 2015

We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious impact on our future – like in negotiation for example.

It is probably fair to say that when we as people make decisions it is heavily based on value, especially in business.  We are constantly talking about “how we can find value” or “how we can create value” or “what can we do that makes us more valuable”. All these different uses of the word value confuse me, every time it is mentioned there is a different definition.  If what I value is logical and what you value is logical, then how come they are different?

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Negotiating with Empathy: Not a State of Mind, It is an Action

By Brandon Voss | September 21, 2015

Empathy is commonly defined as being very close to sympathy in many cases.  Merriam-Webster defines empathy as the feeling that you understand and share another person’s experiences and emotions.  Empathy as it applies to negotiation is neither one, and going into a situation where you are trying to influence the other side using empathy with this characterization will only hinder progress.  The linguistics professionals can describe empathy however they see fit.  But they are not negotiators, they’re simply people filling books with words and have no feel for application.

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