Black Swans are unexpected pieces of information that can dramatically change the course of negotiations. Voss emphasizes the importance of being open to discovering these hidden gems through active listening and probing questions. For example, uncovering a hostage-taker's hidden motivations can provide leverage for a peaceful resolution. 'In every negotiation, both sides possess at least three Black Swans, three pieces of information that if discovered by the other side would change everything.' | Chris Voss | Never Split the difference

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Leveraging Black Swans

Black Swans are unexpected pieces of information that can dramatically change the course of negotiations. Voss emphasizes the importance of being open to discovering these hidden gems through active listening and probing questions. For example, uncovering a hostage-taker's hidden motivations can provide leverage for a peaceful resolution. 'In every negotiation, both sides possess at least three Black Swans, three pieces of information that if discovered by the other side would change everything.'

-- Chris Voss