[S3E7] Never Split the Difference with Chris Voss
Business Books & Co.
00:00
The Blackswan Team, the Black Swan Method
The blackswan method is what we call labelling emotions, or dynamics. It's straight out a crisis intervention, but applied to business. Whenyo call out a negative, it tends to diffuse it,. either little or a lot, but it works every time in a lot of negotiations. So calling out the negatives, even calling them out in advance, has a tendency to inoculate from negatives which is so counter intuitive. Scares people to death. But maybe one of our most powerful strategic approaches is to sort of bundle the calling out of the negatives into something we refer to as the accusations odet.
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