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10 of 10

Chapter 10: Find The Black Swan

Enhanced receptivity to the ‘unknown unknowns’ can free the negotiator to see and hear the things that can produce dramatic breakthroughs.

It is the person best able to unearth, adapt to, and exploit the unknowns in a negotiation that will come out on top. “Black Swans are events or pieces of knowledge that sit outside our regular expectations and cannot be predicted. This is a crucial concept in a negotiation.

Effective negotiators look for pieces of information, often subtly revealed, that show what is important to the counterpart. There is the visible negotiation, and then there are all the things hidden under the surface. Access to this hidden space often comes through understanding the otherside’s worldview, their reason for being, their ‘religion’...”

Negotiation breakthroughs are created by those who can identify and utilize Black Swans.

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