Negotiation Through Tactical Empathy Negotiation Through Tactical Empathy
SIA Coaches
Former Lead International Hostage Negotiator
The U.S. FBI
  • 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
February 1 2022
1/6
Class 1 | What is Tactical Empathy

 

By the end of this class, you will be able to…

  • Define Tactical Empathy™ 
  • Identify 3 components of a message
  • Describe an Anti-Fragile Mindset
February 3 2022
2/6
Class 2 | Empathetic Listening

 

By the end of this class, you will be able to…

  • Recognize the complete N9 list
  • Using Inflection efficiently

  • Conditioning the counterpart

February 8 2022
3/6
Class 3 | Calibrated Questions

 

By the end of this class, you will be able to…

  • Engaging in guided discovery
  • Open the flood gates of truth
  • Dealing with liars
February 10 2022
4/6
Class 4 | Paraphrasing/Summary

 

By the end of this class, you will be able to…

  • Building rapport without common ground
  • Discover Black Swans
  • Identify 3 types of yeses
February 14 2022
5/6
Class 5 | Rule of 3/"I" Messages

 

By the end of this class, you will be able to…

  • How to properly deliver/explain bad news
  • Setting expectations 
  • Describe Perception Anchors
February 18 2022
6/6
Class 6 | Accusations Audit

 

By the end of this class, you will be able to…

  • Close without bargaining
  • Dealing attack/misconception
  • Identifying liars and creating champions
Former Lead International Hostage Negotiator
The U.S. FBI
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 ...