When you’re in a high stakes negotiation, the last thing you usually think about is having empathy for the other person and putting your own objectives aside, but this episode may just change your approach. Brandon Voss is the President of The Black Swan Group. What sets them apart is that the Black Swan team is able to assist their clients in negotiations while customizing their approach based on their unique needs, situation, and corporate culture. As a thought leader with extensive sales experience, Brandon holds respect to the three negotiator types: the Analyst, the Assertive, and the Accommodator. He has made it his mission to teach clients how to identify each of these three types of negotiators and has developed a methodology for dealing with all of them in the most successful way possible.
Dive right into this episode and let’s learn a bit more about this methodology and the art of negotiation.
Getting to know Brandon Voss - [00:01 – 04:50]
Crash Course in the Art of Negotiation - [04:51 – 27:43]
Final Questions- [27:44 - 34:18]
“In short, tactical empathy is the calibrated application of emotional intelligence to negotiation.” - Brandon Voss
“There's always an emotional context that needs to be addressed. The fact that it is the foundation of decision making, when we ignore it, we've missed a critical step to gaining true influence with another individual.” - Brandon Voss
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