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The Black Swan Group has 10+ years of experience working with companies and individuals to take their negotiation skills to the next level. Our approach provides specific, actionable skills for navigating the negotiation process. Based on emotional intelligence and human nature, these skills transcend culture, build trust, and uncover the other side’s value system. By identifying the ‘Black Swans’ in a negotiation, you can effectively influence the other side’s decision making. Our simple ye ...
 
A "Black Swan" is one who is meant to rise above expectation, who is committed to embodying the fullness of his or her potential, and who envisions of a world of his or her own creation and design. You ARE a Black Swan. We're here to help you realize and REMEMBER that reality. Support this podcast: https://anchor.fm/blackswanthepodcast/support
 
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We've all been in conversations with assertive people - someone who wants to do things a certain way and has no qualms about telling you exactly what they'd like. Brandon Voss shares his tips on how to navigate those talks more effectively with some negotiation tactics that are personable, effective and polite.⬇️ START YOUR NEGOTIATION JOURNEY ⬇️ht…
 
One of the hardest things to do at work is to deliver bad news. Brandon Voss shares three Black Swan tactics that are effective when presenting bad news to your supervisor. ⬇️ START YOUR NEGOTIATION JOURNEY ⬇️https://www.blackswanltd.com❗ BOOK YOUR NEXT TRAINING SESSION ❗https://info@blackswanltd.com✉️ JOIN OUR NEWSLETTER ✉️https://blog.blackswanlt…
 
Understanding your counterpart’s positioning is perhaps the most important thing you can do to improve your negotiation because it allows you to figure out where they want to go, how they will get there and how you can help them. ⬇️ START YOUR NEGOTIATION JOURNEY ⬇️https://www.blackswanltd.com❗ BOOK YOUR NEXT TRAINING SESSION ❗https://info@blackswa…
 
You enter a negotiation. What if there’s a Black Swan-trained ninja on the other side? In such a scenario, you’re most likely dealing with one of three tactics:1) How am I supposed to do that?2) A No-oriented question 3) Some sort of Label (that’s giving you a bad feeling)In this video, Brandon Voss tackles how to identify and respond to the above …
 
Live from the ETF Exchange Conference at the Fontainebleau Miami Beach Joy Yang discusses her journey from Chinese immigrant to a sought after quantitative research analyst. Joy walks us through how John Bogle’s little idea of index investing became a multi-trillion dollar business & why indexing is more than passive exposure to the S&P 500. Joy Ya…
 
Managing up is essentially when a direct report, through a positive relationship, is able to make the job of their supervisor easier. Brandon Voss shares his top tips to show deference while managing up, and how to mentally prepare yourself before entering a difficult conversation with your supervisor. ⬇️ START YOUR NEGOTIATION JOURNEY ⬇️https://ww…
 
Passions, emotions and triggers. This can happen to you in negotiations.Brandon Voss and Troy Smith share their #1 negotiation tactic to stay in control of your emotions to achieve success in any situation.⬇️ START YOUR NEGOTIATION JOURNEY ⬇️https://www.blackswanltd.com❗ BOOK YOUR NEXT TRAINING SESSION ❗https://info@blackswanltd.com✉️ JOIN OUR NEWS…
 
The Accusation Audit is a great tool for women to use build trust quickly with their counterparts. It clears the negative emotions that get in the way of deals, as the first move. Sandy Hein shares the most important steps to consider when using this technique.https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negot…
 
Labeling is a great tactic women can use to navigate colleagues who are being inappropriate or patronizing in their behavior.In this video, Sandy Hein and Davi Johnson share their top tips on how to use labels to address inappropriate behavior in the workplace or daily life. https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan …
 
Our skills are proven to work no matter the culture or language you’re speaking. Sandy Hein and Davi Johnson share tips on how to use Labels to navigate inappropriate comments regarding culture. https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog…
 
In this Zoom training session, Brandon discusses the underlying issues you might encounter during price negotiations.0:00-1:45 - How to respond if the other side gives you a price 1:45-6:00 - How to make the best deal for everyone6:00-8:49 - What happens when you push someone too far⬇️ START YOUR NEGOTIATION JOURNEY ⬇️https://www.blackswanltd.com❗ …
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Asking questions can be tricky. They can put your counterpart on the defensive, making them feel like they're being interrogated. In this video, Chris and Brandon share how to avoid this di…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Derek Gaunt shares why you should take care of unrealistic expectations before they’re spoken through the use of Accusation Audits. This negotiation tactic can be applied to real estate neg…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site No news is bad news. Chris Voss shares two reasons why you're getting ghosted and how to reset communication using a no-oriented question. E.L.F. (Easy, Lucrative & Fun) HALF (Hard, Annoyin…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site A Black Swan student shares their success story on how they saved a deal on the verge of collapse by using an Asking Label.More on Asking Labels: https://blog.blackswanltd.com/the-edge/expe…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Avoid using phrases that will plant negative thoughts into your counterpart’s mind such as “I don’t want it to sound like…” or “I don’t want you to take this the wrong way…” Such phrases di…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Mirroring is a negotiation tactic that can give women power and control over a situation. It consists of the last 3-5 words your counterpart said using an upward inflection. Sandy Hein deta…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site An Accusation Audit is a great tool to use when you encounter explosive behavior from your counterpart. Derek Gaunt shares three tips to help you identify, navigate and defuse negative emot…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Aiming for a "yes" from your counterpart means your batting average won’t be as high as it could be. Derek Gaunt shares why "yes" makes people defensive, and the #1 negotiation tactic you s…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Build better relationships with Tactical Empathy. Use these four tips from negotiation expert Derek Gaunt to defuse heated situations. 0:00-3:55 - Don’t assume you have common ground3:55-5:…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Mislabeling — intentionally misidentifying your counterpart’s position— is an effective negotiation strategy as it allows your counterpart to correct you and potentially reveal additional i…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site No-oriented questions work to drive conversations to the phone or face-to-face when you need to deliver important information in a very short period of time. Brandon and Chris Voss cover 3 …
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Calibrated Questions are questions that begin with what, how, or, sometimes, why. When these questions hit the brain, it will make your counterpart stop and think through the process.In thi…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Emotional intelligence (EQ) affects all of our relationships - from the ones that we have with family members and friends to coworkers and bosses.Derek Gaunt shares how Tactical Empathy wil…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site At 2018 New York Mindshare, Chris Voss delivered a gripping keynote speech on how to succeed in negotiations, business and life. He discusses negotiation strategies and shares anecdotes, dr…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site When you’re able to effectively summarize the situation (your counterpart's experience) all preconceived notions of you dissipate. Sandy Hein and Davi Johnson share how summarizing can incr…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Derek Gaunt shares how to politely interrupt your counterpart to clarify a point using no-oriented questions.Derek Gaunt | Expert Trainer, Coach, Author | The Black Swan Group With 29 years…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Black Swan Group's Sandy Hein and Davi Johnson share how labels play to the intuitive strength of women and how they can be used to guide and navigate difficult conversations.Learn more neg…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Negotiations are like a maze - you can't see where your journey is going until you start moving. In this video, Derek Gaunt talks about why you shouldn't let fear be the decision-maker when…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site When you are under incredible stress, would you rather respond with a logical response, or let your emotions take over? How about when you are being verbally attacked? In this video, Troy S…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site When you feel someone is holding back a lot of information, you can use Dynamic Silence and an Accusation Audit to loosen them up to share more information.In this video, a Black Swan stude…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Asking Labels allow us to attach tentative descriptors to the dynamics, emotions, and circumstances that the other side is implying. Keep in mind that Asking Labels are delivered with an up…
 
Mirroring is a powerful tool to have in your negotiation toolbox, especially if you're a woman. In this video, Sandy Hein shares how to mirror to guide conversations in a way that feels natural and less manipulative.0:00-0:23 - What is a mirror?0:46-1:46 - Why women are great at mirrors1:46-3:00 - Is it possible to over mirror?3:20-3:45 - How to us…
 
We all have times when our fear of the unknown or a lack of understanding of a situation causes us to freeze up and not act with confidence.In this video, Derek Gaunt discusses the Laws of Negotiation Gravity, why they occur and how you can use them to your advantage to become a more confident negotiator and get better results.Derek Gaunt | Expert …
 
Sandy Hein talks about the accommodator personality type and how women can use it to their advantage in the board room, job interview and salary negotiations.⬇️ REGISTER FOR WOMEN'S POWER HOUR ⬇️https://www.blackswanltd.com/womens-power-hourSandy Hein | Negotiation Instructor and Coach | The Black Swan Group Sandy began her career as a police offic…
 
What we learn from loss is something we can never obtain from wins. In this video, Brandon Voss talks about the Ackerman model and shares the importance of acknowledging and accepting your mistakes as huge parts of the negotiation learning process.Brandon Voss | President | The Black Swan Group Brandon is an expert trainer, coach and the thought le…
 
Sandy Hein and Davi Johnson share 3 negotiation tactics for women to call out toxic workplace behavior without destroying the relationship. These tips can also be applied when negotiating salary or in everyday conversations. ⬇️ REGISTER FOR WOMEN'S POWER HOUR ⬇️https://www.blackswanltd.com/womens-power-hourSandy Hein | Negotiation Instructor and Co…
 
It’s important to understand an employee’s problem from their point of view. By using Tactical Empathy, you show that you care about their situation and want to help them achieve success.Brandon Voss and Derek Gaunt share 4 professional ways to answer and address employee concerns.00:00-0:58 - Is it ok to refute an accusation? 0:59-2:08 -Is tone of…
 
When you're going to share bad news, set it up with an Accusations Audit. Troy Smith shares a personal example of how he was able to lower the price of a home improvement project by using an Accusations Audit.Learn more about how to set up an Accusations Audit here: https://blog.blackswanltd.com/the-edge/what-is-the-black-swan-accusation-auditTroy …
 
A Summary™ is exactly what it sounds like: a recap of the entire conversation up to that point. When you deliver a Summary the right way, the other side has no choice but to respond with the two magic words negotiators should always be fishing for: That’s Right.What is a Summary - 00:00-0:07When to use a Summary -0:08-0:25How to use a Summary - 0:3…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site The no-oriented question approach is a negotiation tactic that can be used to influence anyone to say yes. The premise is powerful: asking someone for something in the right way will get th…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Embarrassment is that feeling when you've made a mistake, or said something wrong. However, we can use that mistake to create an instant bond with someone. In this video, Chris Voss shares …
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site A big part of buying a product or service is learning how to negotiate the price. Brandon Voss shares two phrases that you should avoid during a price negotiation and how to respond if thes…
 
Labels allow us to attach tentative descriptors to the dynamics, emotions, and circumstances that the other side is implying. With effective use of labels, you’re able to unearth what the other side isn’t saying and identify a dynamic in the conversation that isn’t obvious. In this video, Sandy Hein shows when, where, and how to use labels to accom…
 
Often times you run into a counterpart who practices "Anchoring." Find out what that means and how to counter it.Brandon Voss | President | The Black Swan Group Brandon is an expert trainer, coach and the thought leader behind negotiator personality types. In addition to leading up corporate training, Brandon manages the behind-the-scenes of the bu…
 
https://www.blackswanltd.com https://info@blackswanltd.com The Black Swan Group For negotiation traininghttps://www.blog.blackswanltd.comCheck out our blog site Tone of voice is one of the most important lessons to master when negotiating with others. Accusatory tones and downward inflections are more likely to elicit a negative emotion from your c…
 
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