In negotiation theory, a Black Swan is a piece of unknown information that, once known, changes everything. In his FBI career, a Black Swan might be finding out that a bank robber is actually trying to get money to save a dying relative.
The full official title of the MasterClass is "Chris Voss Teaches the Art of Negotiation." This article is optimized for the search intent behind the keyword provided. MasterClass - Chris Voss - The Art of Negotiati...
Voss admits he uses this on his children. Instead of "Do you want to go to bed?", a question begging for "No," he asks: "Is it time for bed?" They say "No," feel safe, and then he pivots to "What needs to happen before we go up?" In negotiation theory, a Black Swan is a
The first few minutes of the MasterClass are jarring. Voss directly attacks the Harvard "Principled Negotiation" model popularized by Getting to Yes . He calls the idea of separating the person from the problem "academic nonsense." Voss admits he uses this on his children
Voss argues that "Yes" is worthless. A hostage-taker will say "yes" to buy time. A sales prospect says "yes" to end the call. Instead, Voss pursues "That’s right." When the other party says "That’s right," they have internalized your frame. That is the moment of breakthrough.