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Executive afternoon chris voss

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Executive Afternoon

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Executive afternoon chris voss

  1. 1. (C) 2017 The Black Swan Group - Please use with attribution!
  2. 2. (c) 2017 The Black Swan Group - Please use with attribution Chris Voss The Black Swan Group www.blackswanltd.com
  3. 3. (C) 2017 The Black Swan Group - Please use with attribution! You: Open Information Them: Open Information Hidden (You’re blind to what their hiding.)
  4. 4. (C) 2017 The Black Swan Group - Please use with attribution!
  5. 5. What is this analogous to? Do this or else Give me what I want or I walk Cut your price or we go to a competitor (C) 2017 The Black Swan Group - Please use with attribution!
  6. 6. The Negotiation 9 (C) 2017 The Black Swan Group - Please use with attribution!
  7. 7. Labels “It sounds/seems/looks like…” Effective Pauses Mirrors Paraphrase Summary Calibrated Questions “I” Messages Encouragers 3x (C) 2017 The Black Swan Group - Please use with attribution!
  8. 8. The Quick 2 (plus 1) Labels Mirrors (Effective Pauses) (C) 2017 The Black Swan Group - Please use with attribution!
  9. 9. A verbal observation / recognition “It sounds/seems/looks like………” Use labels to identify driving forces & dynamics Label your way to agreement Labels tend to reinforce “positive” things - the things that work for you Label common goals Label your barriers away Labels tend to dissolve/reduce “negative” things (C) 2017 The Black Swan Group - Please use with attribution!
  10. 10. An insight – husband/wife negotiation over a real or artificial Christmas tree Mid - “It seems like you had real trees growing up.” A recognition - something subtle – hidden – blind: Fundraiser for the Girl Scouts and a donor ($5,000 at stake). Reluctance being shown over project suggestions. Mid - “I’m sensing some hesitation with these projects….” Late - “It seems like it’s important to you to find the right match.”(C) 2017 The Black Swan Group - Please use with attribution!
  11. 11. A recognition of an action – Landlord/Tenant negotiation: landlord doesn’t renegotiate & doesn’t allow sub-letters. Tenant MBA student need to sublet to take a summer internship – can’t afford 2 apartments. Early - “It seems like you aren’t too big of a fan of sub-letters.” Late - “It sounds like there is nothing I can say to get you to change your mind.” Early labels set up late labels – late label “close” to set- up the next interaction (C) 2017 The Black Swan Group - Please use with attribution!
  12. 12. An affect – distant analytical type “You’re very guarded…” A dynamic (open or subtle) – Boss “drive-by” Early - “This sounds pretty urgent.” (C) 2017 The Black Swan Group - Please use with attribution!
  13. 13. Something that doesn’t add up – Mixed use commercial building, full occupancy, historic district, strong economy Late - “It seems like the seller must be trying to get out of the market, due to the disbelief in future market fundamentals, if he or she is selling a cash cow.” Label early & often As you incorporate skills your every 4th verbalization should be a label (C) 2017 The Black Swan Group - Please use with attribution!
  14. 14. (C) 2017 The Black Swan Group - Please use with attribution!
  15. 15. Mirroring Repeat the last 3 words Upward or downward inflecting “The last 3 words?” “The last 3 words.” Can be used in place of “What do you mean by that?” Or “Please go on.” (C) 2017 The Black Swan Group - Please use with attribution!
  16. 16. You are only allowed to Labels (Verbal Observations) “It sounds/seems/looks like………” Mirroring Repeat the last 3 words NO SHARING / DISCLOSING NO QUESTIONS (C) 2017 The Black Swan Group - Please use with attribution!
  17. 17. (C) 2017 The Black Swan Group - Please use with attribution! Labels demonstrate comprehension. Labels uncover Black Swans.
  18. 18. • “The Edge” Complementary weekly newsletter negotiation tips and advice text “FBIempathy” To: 22828 (no spaces – not case sensitive) www.blackswanltd.com (c) 2017 The Black Swan Group - Please use with attribution

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