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Sep 5, 2019

Since Black Swan’s inception in 2008, Brandon has established assessment procedures for new clients that take their needs, situations, and corporate culture into account so Black Swan’s approach can be customized to each client.

   Brandon is the thought leader at Black Swan regarding negotiator types. He has made it his mission to teach clients how to identify the basic types of negotiators and has developed a methodology for dealing with each type in the most successful way.

   Brandon’s background is in sales. He has done retail sales for Macy’s and business-to-business sales for Verizon. Based on his extensive experience with various selling approaches he has been instrumental in adapting the FBI hostage negotiation techniques to the business world. Realizing that the timetable is different in the business world than in high-stakes hostage situations, he created the “Short Game” – a needs assessment procedure that helps in the critical discovery process phase of negotiation.

   In addition to training clients, Brandon has guest lectured at USC Marshall School of Business, Georgetown McDonough School of Business and organizations like Policy Innovators in Education.

   He speaks with us about Ego, being prepared and common pitfalls in negotiation.


The Rundown

Black Swan Group


Getting Started


Personal Bias

Blind Corners


Starting With A No

Knocking On Doors

Mitigating Negatives

Fixing Problems


3 Types of Negotiators

Analysis Paralysis

Being Likable

Thorough Explanation


Trust Based Influence

Common Ground

Tactical Empathy

Cognitive Empathy

Common Goals

Kid Gloves

That’s Right

Continue To Learn

Smooth The Edges

Men Need The Help

Never Split The Difference

Getting More

Taking Action


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