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 is ideal for AEs and SDRs who have been in their role for a minimum of 6 months, and have a strong level of confidence and experience negotiating deals and bringing in new business. The course will elevate their existing abilities using techniques from the Black Swan Group.

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 29 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
December 1 2022
2/6
Class 2 | Empathetic Listening

 

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

  • Describe the advantages of trust-based influence in negotiation
  • Use emotional anchoring techniques against negative impacts
  • Apply other response techniques in conversations
December 6 2022
3/6
Class 3 | Calibrated Questions

 

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

  • Learn to engage in guided discovery
  • Understand the importance of calibrated questions
  • Effectively label calibrated questions
December 8 2022
4/6
Class 4 | Paraphrasing/Summary

 

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

  • Understand how to identify 3 types of yeses
  • Learn to Build rapport without common ground
  • Practice Summary in Negotiations
December 13 2022
5/6
Class 5 | Rule of 3/"I" Messages

 

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

  • Apply the Rule of 3 to your Negotiations 
  • Formulate ‘I’ messages to deal effectively with confrontation
  • Influence your negotiation partner’s emotional reaction using appropriate techniques
December 15 2022
6/6
Class 6 | Accusations Audit

 

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

  • Select the most effective tone in negotiations
  • Address negative emotions with the Accusation Audit
  • Apply the Accusation Audit
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 ...