3 Ways You’re Stacking The Odds Against Yourself in Negotiations

By Chris Voss | November 16, 2020

At Black Swan, we teach our clients all sorts of tactics they can employ to achieve better outcomes in their personal and professional lives.

For the purposes of this article, we’re going to flip the script a bit and talk about tactics to avoid. Here are three common negotiating tactics that make it that much harder for you to get the results you want:

  1. Cutting your price
  2. Emulating the lizards
  3. Not finding out

Let’s explore each of them so you can learn what to do to avoid stacking the odds against yourself.

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What Is the Black Swan Accusation Audit™?

By Derek Gaunt | August 24, 2020

When you’re in the middle of a negotiation and the other side’s head is filled with negative thoughts and ideas, there’s a black hole vortex in their thinking. They can’t think clearly, and in many cases, they might not even be able to hear what you’re saying at all because their internal monologue is hogging the microphone.

The good news is that you can stifle these negative thoughts and make sure your counterpart is more receptive to your message by using a technique we created called the Accusation Audit™.

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Communication Skills: Did You Know There Are 5 Levels of Listening?

By Derek Gaunt | August 13, 2020

This blog was originally published on 5/14/2018 and updated on 8/13/2020.

Most people who think they are good listeners underperform—by as much as 60 percent, in fact, according to some research. It turns out that overconfidence actually impedes their success. 

Being too confident actually prevents you from truly understanding the motivation of the other side, which prevents you from being able to use Tactical Empathy™ to get the outcomes you’re going for. 

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Communication Skills: How to Use a Cold Read and Accusation Audit

By Derek Gaunt | August 06, 2020

This blog was originally published on 4/17/2017 and updated on 8/6/2020.

A few years ago, I was the only hostage negotiator in a room full of SWAT guys. 

The quarterly meeting was for SWAT guys, by SWAT guys, and I was an interloper in hostile territory.

Why was I there? To request a piece of their pie. 

The SWAT group had a training operations cache of about $78,000. Because they hadn’t spent any of the money over several years, I wanted to know whether I could grab $9,000 each year to train negotiators.

I used two communication skills—a Cold Read and an Accusation Audit™—to walk out of the room with what I wanted.

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Methods of Persuasion: How to Use FBI Empathy

By Chris Voss | July 30, 2020
  

This blog was originally published on 6/12/2017 and updated on 7/30/2020.

When you use empathy in the business world the way we learned to use it as FBI hostage negotiators, you get revenue. 

Is revenue boring?

In the book Never Split the Difference: Negotiating as If Your Life Depended on It™, we call this kind of empathy Tactical Empathy™. Very simply, Tactical Empathy is the process of 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 Simple Negotiation Tactic That Will Get You Hooked

By Isaac R. Betancourt | July 20, 2020

Most of us want to get better at negotiation. And when we think of where to start after reading Never Split the Difference, the obvious choice for the first technique to try to get comfortable with is mirroring. “Repeat the last few words they say back to them.” Easy enough. Right?

However, it is not until we learn and practice the labeling technique that we are truly hooked. By attaching an identifying label to our counterpart’s words, it shows them that we are attempting to gain an understanding of the position they are in.

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How Negotiation Tactics Work Together Like a Symphony

By Derek Gaunt | June 29, 2020

At The Black Swan Group, we teach a number of tactics that people like you can use to get better outcomes in your personal and professional lives. In our experience, our clients get the most bang for their buck when they use several of our tactics in concert with one another.

To me, conversations between people are like stews. When you’re making a stew, you’re not going to use too much salt or too many carrots or too much meat. You’re going to parse out the ingredients, using just enough of each, because the stew is the cumulative taste of a perfect balance of all of them.

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3 Communication and Negotiation Skills You Should Master

By Brandon Voss | June 15, 2020

Whether your goal is closing more deals, enhancing personal relationships, or simply having better conversations, improving your communication and negotiation skills will help.

In an ideal world, you’d become familiar with all of the popular negotiation terms we teach at The Black Swan Group. But if time is of the essence, get started by sharpening these three skills first.

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Plan of Action to Improve Negotiation and Communication Skills

By Brandon Voss | June 08, 2020

In order to improve your negotiation and communication skills, you need to decide to make the change in the first place. Being called upon to make the deals that no one else can make starts with changing the way you approach every negotiation.

When you’ve made the decision to consciously change your approach, follow this simple four-step plan of action to improve your negotiation skills and make the best deals possible.

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The Right Way to Use Leverage in a Negotiation

By Brandon Voss | March 02, 2020

There’s a fundamental mindset problem with trying to gain negotiation leverage: You’re trying to take advantage of the other side or the situation at hand to the detriment of your counterparts.

The reality is that the other side can feel it when you’re trying to leverage your position. It’s very apparent. No matter how slick you think you are, it’s no secret. The other side will always pick up on the fact that you’re trying to use leverage on them, and they won’t like it.

Do you really think people are going to be happy working with you knowing that you’re trying to take advantage of where they’re sitting?

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