Chapter 10: Find The Black Swan

Question 1

Black swans are unknown unknowns

Answer 1

Generally there are 3

Question 2

Keep the beginners mind to facilitate finding black swans

Answer 2

Full active listening

Question 3

Ask more questions

Answer 3

Share your observations with your counterpart

Question 4

Open oneself to factual reality in front of you

Answer 4

Be present

Question 5

Why are they communicating what they are communicating…

Answer 5

Right now?

Question 6

Black swans

Answer 6

Are leverage multipliers

Question 7

Leverage

Answer 7

The ability to inflict loss and hold gain

Question 8

If they are talking to you you have leverage

Answer 8

What leverage do they believe you have?

Question 9

3 types of leverage

Answer 9

Positive, Negative, Normative

Question 10

Negative leverage

Answer 10

The ability to make your counterpart suffer

Question 11

Don’t make direct threats

Answer 11

People would sooner die than give up their autonomy

It seems like you don’t care what position you’re leaving me in

Question 12

How well you listen

Answer 12

Is what determines success

Question 13

Talk to counterpart about religion

Answer 13

Listen, listen again, listen some more

Question 14

Use reasonable tone of voice give reason and then cause to increase susceptibility

Answer 14

Offer reasons that reinforce counterparts religion

Question 15

No one is immune to their crazy

Question 16

Negotiation genius

Answer 16

Max H Besoman

Question 17

Don’t label your counterpart crazy

Answer 17

Try to understand

Question 18

If you dont have enough info you won’t know what’s going on