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Find the "Black Swan" moments that can shift negotiations from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
In any negotiation, there are moments that have the power to completely shift the balance of power in your favor. These moments are what we call "Black Swan" moments - unexpected events or revelations that completely change the dynamics of the negotiation. Black Swan moments can come in many forms - a piece of information that catches the other side off guard, a sudden change in circumstances, or even a bold move that takes everyone by surprise. The key is to be on the lookout for these moments and to leverage them to your advantage. One way to find Black Swan moments is to focus on listening rather than talking. By listening carefully to what the other side is saying, you may pick up on subtle clues or hints that could lead to a breakthrough in the negotiation. Pay attention to not just the words they are saying, but also their tone of voice, body language, and overall demeanor. Another way to uncover Black Swan moments is to ask strategic questions that probe beneath the surface of the negotiation. By asking open-ended questions that encourage the other side to reveal more information, you may stumble upon a key piece of information that completely changes the game. When you do encounter a Black Swan moment, it is important to act quickly and decisively. Use the new information or revelation to your advantage, whether that means changing your approach, pushing for a better deal, or simply gaining the upper hand in the negotiation.- You can significantly increase your chances of achieving a successful outcome in any negotiation. These moments have the power to shift the balance of power in your favor and ultimately lead to a more favorable outcome for you.
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