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In a negotiation, you can be assertive without being aggressive. You can, you have to assert your own interests. There's a way to call out the things that are, that are true or the things that are being implied depending upon how the. Conversation is going, you don't, you don't have to be the attacking negotiator.
In my personal life, when somebody asks you a question that assertive, it can easily turn into something very aggressive, and the key was to ask the question and then just let it stand, to shut the hell up and let the question do it's. That was tough to not defend it, to not back it up, to just let it be.
What a lot of people don't realize also is typically that, you know, the point of contention may be a gateway into something else. You know, people's problems. It's a cliche, an equal or greater opportunity, but it's actually the way sort of life works.
It really puts things into perspective when the person that you're taking advice from has used these techniques to save lives.
You know it as the adrenaline gets pumped up and, and I'm sitting there going, oh, I can't say this. I can't do this. This is too much. This is too aggressive. I have to look at where this advice is coming from and that it's been field tested in ways that I will never personally.
Hey, how are you? It's Fa w and uh, welcome to another episode of the Phase World Podcast. It's going to be a great show today because I am joined by Chris Vos and also one of Chris's students and actress Tara Cardinal, as well as my executive producer, Adam l. Sounds like a full house. Chris has actually appeared on an earlier episode of Face Road Podcast just about a year ago.
In episode number 68, prior to starting the Black Swan Group, Chris was an FBI agent and specialized in international hostage negotiation. Since releasing his book, never split the difference. Chris has traveled in the United States and around the world as a keynote speaker to pass on his superpower.
What is the Black Swan Group? In Chris's words, we help people solve business negotiation problems with strategic hostage negotiation solutions. We coach rising stars and fix deals gone bad. We train Fortune 500 high potential executives. Here are some examples of client success and results. A client at a major hospital corporation increases profit in the deal by $200,000 using their method.
Another client in a major banking transaction increases profit by a hundred thousand dollars. Also, a client increases profit by 2 million and repaired a bad relationship in a single negotiation using their methods. This episode is a rare opportunity for us to not only hear from Chris, but also one of his students, too, Tara Cardinal.