At the Black Swan Group, our instructors have been spreading the gospel of empathy and the techniques used to demonstrate it for years. We have trained thousands of people all over the globe on how to apply techniques developed in […]
To quote legendary extreme skier/BASE jumper, Shane McConkey “What I do on the hill is find an interesting way to do something fun.” Flow. Near perfect calm, precise perception and incredible decision making. Focus.
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 […]
With questions? Surprisingly…no! Not with questions. At least, not with open-ended or questions that are meant to be answered with a “yes.” Your best tools are statements based on observations. Labels and cold reads. They extend thought processes, helping people […]
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 […]
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.” […]
People always want to increase their odds of success. It’s simply human nature to want to do everything you can to avoid failure. Here are 3 common communication that are hurting your deals.
What happens when you trigger “That’s right” several times in a salary negotiation? How about getting a salary offer 41% higher than you expected?
“I’m telling you now man, if y’all do anything foolish, these people are gonna get hurt,” Mike said after taking 12 people hostage during a botched robbery. Our being there meant that we wanted him to surrender peacefully. In other […]
Think of this as “You had me at ‘no’” meets “think like Elon Musk.” “Do you want the FBI to be embarrassed?” –effective pause – “What do you want me to do?” The above example is […]