Negotiation Through Tactical Empathy Negotiation Through Tactical Empathy
SIA Coaches
Founder & CEO at
The Black Swan Group
  • Description
  • Course Syllabus
  • Coach Information
About this course

This course focuses on the foundational skills to executing Tactical Empathy™ and actively engaging in The Black Swan method, The Negotiation 9.  We know we need to seek first to understand before being understood, finding the “why”.  These are the skills to not only uncover the “why” but what leads to the discovery of hidden information while simultaneously building rapport and reaching true influence based on trust.  Every salesperson should be striving to be a trusted advisor to the people they speak with and this course is designed to reveal the most efficient path to do so.  We will also take the time to apply each of the skills to various situations of conflict that may be encountered during the process ie: delivering bad news, dealing with attacks, and engaging in guided discovery.

This course has been designed for individuals and companies alike that are looking to shorten their sales cycle and maintain long-term relationships with clients.  All while saving time prospecting and avoiding deals where you are only simply being primed for information.
What impact this course will have
  • This course will change the way you look at communication as a whole, specifically when the intent is to reach trust-based influence from a sales perspective
  • You will know how to overcome common hurdles that salespeople face like being looked at as a commodity rather than a partner.
Course Syllabus
November 1 2021
1/6
What is Tactical Empathy
  • Define Tactical Empathy™ 
  • Identify 3 components of a message
  • Describe an Anti-Fragile Mindset
November 3 2021
2/6
Empathetic Listening
  • Recognize the complete N9 list
  • Use Inflection efficiently 
  • Condition the counterpart
November 8 2021
3/6
Calibrated Questions
  • Engage in guided discovery
  • Open the flood gates of truth
  • Deal with liars
November 10 2021
4/6
Paraphrasing/Summary
  • Build rapport without common ground
  • Discover Black Swans
  • Identify 3 types of yeses
November 15 2021
5/6
Rule of 3/"I" Messages
  • Properly deliver/explain bad news
  • Set expectations 
  • Describe Perception Anchors
November 17 2021
6/6
Accusations Audit
  • Close without bargaining
  • Deal an attack/misconception
  • Identify liars and create champions
Founder & CEO at
The Black Swan Group
Chris Voss is the Founder and CEO of the Black Swan Group. He is also the author of national best-seller Never Split The Difference: Negotiating As If Your Life Depended On It. A 24-year veteran of the FBI, Chris retired as their lead international ...