The Black Swan: What It Is and How to Find It

By Chris Voss | April 20, 2020

In general if someone refers to something as being a black swan they’re referencing it as a completely unexpected or unpredictable but extremely high-impact event.

Similarly, according to the Black Swan Group, “Black Swans” are the small things that change everything and give you something better. They’re found in two places: the overlap and the unknown. Here’s how you can uncover them.

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What’s Wrong (and What’s Right) with ‘Always Be Closing’

By Chris Voss | February 17, 2020

What’s wrong with “always be closing”? 

To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always be closing is the same thing as “always be damaging” the relationship—which means you’re sacrificing tomorrow for today, and tomorrow is coming.

At the same time, always be closing has its upside, too. Here’s what’s right and wrong about it and how to integrate these ideas for success.

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How to Demonstrate Leadership During a Crisis

By Derek Gaunt | February 03, 2020

The way someone acts during a crisis is a telltale sign of whether they’re a good leader or a mediocre one.

In the world I came from—the world of hostage negotiations—frequently there was a crisis. I had people under my charge who were tasked with executing my game plan and in order to get the outcomes we were aiming for, I knew I needed to maintain my composure.

Here are five tenets that helped me do exactly that. 

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The 4 Defining Characteristics of Effective Leadership

By Derek Gaunt | November 25, 2019

Anyone can be a leader. But not every leader is an effective one.

Great organizations are built on the backs of effective leadership. That’s because effective leaders inspire their teams to reach their full potential and can even get them excited to show up to the office every day.

If you’re looking to take your leadership skills to the next level, here are four characteristics that effective leaders possess.

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Leadership Behaviors That the Experts Swear By

By Derek Gaunt | November 18, 2019

Employees don’t quit because they hate their jobs. In large part, they quit because they hate their managers.

On the flip side, great managers have the ability to inspire their teams and encourage their employees to reach their full potential.

But what exactly makes a great leader?

Although there’s no cookie-cutter framework you can follow to become a great leader, here are five behaviors that effective managers engage in.

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The Simple Negotiation Exercise You Can Try Today

By Chris Voss | October 07, 2019

The most dangerous negotiation is the one you don’t know you’re in.

Luckily, there’s an easy way to become aware of this: If the words I want or I need are about to come out of your mouth, then you’re about to enter into a negotiation.

Next time this is happening to you, try this little exercise that works like a charm every time. It’s easy peasy, and it’s great practice for the cold read and a quick accusations audit.

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How to Get a Refund with a Simple Email Mirror

By Chris Voss | June 10, 2019

The first two keys to effective emails are simple:

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Leadership Intelligence: How Ego and Authority Impact Your Potential

By Derek Gaunt | May 27, 2019

In the world of hostage negotiation, it’s critical to be cognizant of the action imperative—pressure from our superiors to resolve an issue and get results quickly.

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Sales Email Magic: The Guaranteed Way to Get a Response

By Brandon Voss | May 06, 2019

If you’ve never had someone go dark on you over email, don’t bother reading this blog article.

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How to Tell If Someone Is Bluffing

By Chris Voss | April 22, 2019

How do we know whether our counterpart is serious or just taking a position to try to outmaneuver us? And how do we protect the relationship while we find out?

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