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What Is the Black Swan In Never Split the Difference?

Arthur Worsley
by Arthur Worsley
M.A. Psychology, Oxford. McKinsey Alum. Founder & Editor at TAoL.

The Black Swan in Never Split the Difference is the unseen factor that is influencing the decision-making ability of your opponent. It can be a misunderstanding, something you don’t know or a hidden motivation. You must uncover the black swan to move forward in a negotiation that feels out of control.

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