Moving Between the Black Swan Skills
The Black Swan Group
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The Black Swan Method? consists of the Negotiation 9? skills which have been battle-tested and are proven to streamline difficult conversations as you demonstrate Tactical Empathy?. When you can lead with Tactical Empathy, you pave your path with collaboration and trust-based influence—making it much easier to achieve favorable business outcomes.??
Even so, it’s not always smooth sailing, and there are often speed bumps along the way.??
During any negotiation, not everything you say or do will come from Black Swan techniques. After all, you are a human being having a conversation.
Making The Black Swan Method a habit requires a lot of practice and effort. One common rough patch many of us hit is failing to smoothly transition between the skills.
How to Move Between Black Swan Skills: A Real-World Example??
The power of the Accusation Audit? to defuse negative dynamics and emotions never ceases to amaze me. No matter where we find ourselves, our clients are eager to ask how to sequence Accusation Audits.
I often get asked how I transition to the next negotiation phase after I finish my initial list of Accusation Audits. What about using Accusation Audits before bad news or before making an ask???
The answer is two words that cops and attorneys have used throughout the ages: That depends.
Recently, I had to cancel an appointment with a dentist. I was about 22 hours short of the required 24-hour cancellation time. When I called, I used three Accusation Audits that were both visceral and true:?
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From the other side of the line, I heard genuine laughter.?
Then came the receptionist’s response: “I could never think you are an idiot!” Keep in mind she didn’t yet know who she was talking to; if I had more time, I would have convinced her!??
After I finished my Accusation Audits, I transitioned to a No-Oriented Question?: “Would I be putting you in a bad spot if I asked to reschedule my appointment?”?
There was more laughter—and no missed appointment fee.
Other Ways to Move Between Black Swan Skills
You can also effectively transition from Accusation Audits by using Labels?. Make a list of some go-to Labels you can use to transition after you work through your Accusation Audits, delivering the most potent one last.?
Consider something like: It seems like you have some thoughts about our next steps, using an upward inflection at the end to make it sound like a question. If the situation calls for it, go with something like this: It feels like you have some concerns you want to share.??
Once your Accusation Audits have helped address the negatives.....Read the full article here: https://www.blackswanltd.com/the-edge/moving-between-the-black-swan-skills
Commercial Operations at CDD Vault
11 个月My experiences with the AA are mixed, to my surprise it worked really well when I used in writing/email with vendors when wanting to get a better offer. It never failed in this context. In verbal in person conversations though it worked once and 3 other times not (including with those same vendors), in a Zoom or pure voice meeting it took the conversations down an unwanted path. Really interesting. There seems to be something I might be doing wrong with the voice?