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The Negotiation Playbook for Every Room You Walk Into | Jonathan B. Smith
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Show notes
In this episode, Nick sits down with Jonathan B. Smith: Black Swan Group negotiation instructor, author of Fight Less, Win More, and the only entrepreneur on Chris Voss' team of former FBI hostage negotiators. Through his EOS system, Jonathan has helped executives, recruiters, and leaders win rooms they had no business walking into.
📘 Get Jonathan's book: Fight Less, Win More: https://a.co/d/07PMQVRA
They cover:
- Why smart people keep losing negotiations they should have won
- The "accusations audit" and why saying the uncomfortable thing out loud changes everything
- How to negotiate when you have zero leverage
- The Black Swan method: hunting for hidden information that flips the deal
- Why tactical empathy is more powerful than any argument you can make
- The one question that turns deal killers into your biggest advocates
- How to proliferate negotiation skills across an entire organization
- Why low stakes practice leads to high stakes confidence
Whether you're closing a multimillion-dollar contract, navigating a tough conversation at home, or trying to get a hotel upgrade, these skills work everywhere.