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The Builder Nuggets Podcast

Jul 27, 2021

A few years ago we read the book Never Split the Difference and it changed how we viewed conversations. Never Split the Difference is a deep dive into a former FBI hostage negotiator's field-tested tools for talking anyone into (or out of) just about anything. Join us for a conversation with Brandon Voss from The Black Swan Group and improve your emotional intelligence.

Show highlights include:

  • The counterintuitive way you’ll get more customers by raising your prices (7:15) 
  • The “gather data with your eyes” trick that helps you vet if a client will pay what you’re worth in the first 5 minutes of talking with them (9:29) 
  • The only 3 types of negotiators and how to deal with each type in the middle of a negotiation (16:16) 
  • The “Verbal Mirroring” secret from an FBI hostage negotiator that helps you dominate any negotiation you’re in (21:23) 
  • How asking questions to analytical type negotiators are a surefire way to blow the deal (25:49)  

To get the most out of this podcast, head over to and join our active community of like-minded builders and remodelers.

If you’d like to beef up your negotiation skills, join Black Swan’s negotiation newsletter at or check out the Black Swan YouTube channel here: