Today’s conversation is a masterclass on negotiation with Sandy Hein, a coach and instructor alongside Chris Voss at The Black Swan Group.
We all think we understand negotiation — ask good questions, control the narrative, don’t lose your cool.
Sandy dives deep into each aspect of negotiation through the lens of tactical empathy, providing us with a blueprint to influence the outcomes we desire.
Expect to learn the five levels of active listening, the benefits of addressing the elephant in the room, why tone of voice is the number one tool in your toolbox, and much more.
For more on effective negotiation, check out The Black Swan Group’s YouTube channel.
Enjoy!
Timestamps:
(0:30): What is The Black Swan Group?
(3:27): The most common negotiation mistakes.
(9:19): How to build rapport.
(15:20): The power of labels.
(21:35): The 5 levels of listening.
(34:37): Mirroring.
(37:36): The #1 Tool: Tone of voice.
(44:43): Don’t tell people they’re wrong; ask calibrated questions.
(49:36): “Negotiations are won by whoever demonstrates that they care more.”
(1:02:44): Why women should lean into empathy.
Flawless negotiation with Sandy Hein