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]
I introduce Brandon VossBio
Brandon shares his backgroundRaised in New Jersey
Becoming the president of The Black Swan Group
The values and stance of The Black Swan GroupTactical empathy
Putting your own agendas aside
Crash Course in the Art of Negotiation - [04:51 – 27:43]
Why emotional intelligence matters in a negotiationEmotion is the basis of all human behavior
It can’t be ignored if you want to gain influence
How to get started in shifting your negotiation approachStart with ‘Labels’ and ‘Mirrors’
Listen to what isn’t being said
Label the other person’s challenge
How to employ a good mirrorIt seems like… It sounds like…
Addressing the negatives in the roomThe word ‘Why’: A cause for natural defensiveness
Addressing negatives make them go away
People are naturally closed-minded
Calibrated vs. open-endedOpen: When, where, who
Calibrated: What and how
What tackles challenges
How tackles implementation
Getting the other person to the ‘That’s Right Moment’Describing their world to them
The chemical process that happens in the brain
How to get more resources from Black Swan GroupLinks below
Why is it called The Black Swan Group?The unknown, unknowns
Getting to the hidden facts
Final Questions- [27:44 - 34:18]
What is your superpower?Ability to see and identify team cohesion
What was your biggest failure?Poor communication over a problematic contract
How Lee is impacting the world
PennDMVWorking with underprivileged youth
Cystic Fibrosis Foundation
Connect with Lee!Links below
“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
Want to connect with Brandon? You can find him on LinkedIn and Twitter. Be sure to visit https://www.blackswanltd.com and reach YOUR full potential as a negotiator.
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