Podcast appearances and mentions of derek gaunt

In this episode, Derek Gaunt, a negotiation trainer and author, discusses the importance of communication skills and the concept of buying and selling. He emphasizes the need to understand the latent dynamics in communication and the impact of tone. Derek also shares insights on persuasion and the effective use of techniques like mirroring and labeling. He highlights the power of the accusations audit technique and addresses the issue of ego authority failure in leadership. The conversation concludes with Derek's favorite question in a negotiation setting and his recommended book and quote.You can subscribe to Black Swans Newsletter here: https://www.blackswanltd.com/NEED HELP WITH SALES?

Are you ready to elevate your life and career through the power of negotiation? Join Negotiate Anything Premium on June 4th! More than just bonus content and ad-free listening, Negotiate Anything Premium is a comprehensive resource for mastering negotiation through exclusive advice and community support designed to enhance your personal and professional growth. You deserve to negotiate more of the best things in life. Join the Prelaunch Waitlist at www.negotiateanything.com! Sign up now to stay informed and ensure priority access when subscriptions open. Visit www.negotiateanything.com and be prepared to elevate every conversation! Connect with Derek: Follow on Derek on LinkedIn

Are you ready to elevate your life and career through the power of negotiation? Join Negotiate Anything Premium on June 4th! More than just bonus content and ad-free listening, Negotiate Anything Premium is a comprehensive resource for mastering negotiation through exclusive advice and community support designed to enhance your personal and professional growth. You deserve to negotiate more of the best things in life. Join the Prelaunch Waitlist at www.negotiateanything.com! Sign up now to stay informed and ensure priority access when subscriptions open. Visit www.negotiateanything.com and be prepared to elevate every conversation! Connect with Derek: Follow on Derek on LinkedIn

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this gripping episode of "Negotiate Anything," Derek Gaunt, a seasoned negotiations consultant, uncovers the subtle intricacies of negotiation and the profound impact of ego on decision-making processes. Tapping into his expansive 29-year law enforcement and hostage negotiation background, Gaunt delves into the nuances of tactical empathy and its role in leadership and conflict resolution. Sharing insights from his book "Ego, Authority, Failure," he provides the audience with actionable strategies for harnessing the power of empathy and labels to steer challenging conversations. Join host Kwame Christian as they explore the psychological underpinnings that drive successful negotiations. - Unpacking the role of ego in negotiations and its potential to obstruct clear judgment. - Tactical empathy vs. emotional empathy and the application of strategic understanding in conflict resolution. - The art and science behind using labels to diffuse emotions and assert control over negotiations. Listeners will learn: - How to manage personal emotions and read the emotional terrain of any negotiation. - Strategies for employing tactical empathy to create rapport and foster trust in communications. - Tips for diffusing hostility and using strategic mislabeling to encourage dialogue and gather deeper insights. Follow on Derek on LinkedIn https://www.linkedin.com/in/derek-gaunt-2943a824/ Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this gripping episode of "Negotiate Anything," Derek Gaunt, a seasoned negotiations consultant, uncovers the subtle intricacies of negotiation and the profound impact of ego on decision-making processes. Tapping into his expansive 29-year law enforcement and hostage negotiation background, Gaunt delves into the nuances of tactical empathy and its role in leadership and conflict resolution. Sharing insights from his book "Ego, Authority, Failure," he provides the audience with actionable strategies for harnessing the power of empathy and labels to steer challenging conversations. Join host Kwame Christian as they explore the psychological underpinnings that drive successful negotiations. - Unpacking the role of ego in negotiations and its potential to obstruct clear judgment. - Tactical empathy vs. emotional empathy and the application of strategic understanding in conflict resolution. - The art and science behind using labels to diffuse emotions and assert control over negotiations. Listeners will learn: - How to manage personal emotions and read the emotional terrain of any negotiation. - Strategies for employing tactical empathy to create rapport and foster trust in communications. - Tips for diffusing hostility and using strategic mislabeling to encourage dialogue and gather deeper insights. Follow on Derek on LinkedIn https://www.linkedin.com/in/derek-gaunt-2943a824/ Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Lisa Kleiman is the principal and founder of Speaktopia, a public speaking coaching and training organization. She has held management and consulting positions at Fortune 500 companies and has served as a faculty member at Boise State University for over 15 years teaching undergraduate and graduate English and Business & Managerial Communication courses. Lisa is the author of several books, journals, and other publications including You Got This: Everything You Need to Master Authentic Public Speaking (2019) and Public Speaking Journal (2021). Mentioned in this Episode: You Got This: Everything You Need to Master Authentic Public Speaking https://www.amazon.com/You-Got-This-Everything-Authentic/dp/1632992329Speaktopia – Connect with Lisa's coaching and training: https://speaktopia.com/Listen to previous episodes of People Business with Derek Gaunt and Gary Noeser to learn what professional negotiators can teach us Time Codes:(2:00) - How does one become a communication coach?(6:35) - What is passive communication? What is aggressive communication? And what is assertive communication?(10:39) - People don't necessarily communicate one way all the time do they?(12:18) - Can you talk about direct and indirect speaking?(14:13) - Where do you begin when someone wants to become a more assertive speaker?(16:31) - How do we get better self-awareness around how we are perceived by others?(19:58) - How can you help with the fear of what seems like aggressiveness but is really assertiveness?(23:11) - How would you suggest I handle a situation where I need to be direct and appropriate?(26:34) - What happens if the person reacts poorly?(31:11) - What do we do when an aggressive speaker comes to us?(33:31) - What are things people can say when somebody is mean to them?(35:41) - How do you deal with someone who has a passive style?(40:04) - How do you repair a situation when someone has gone too far?(42:02) - Do you have any exercises to help people to move into a more assertive direction?(49:52) - Anything we didn't cover or that you'd like to share?

Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.”  In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical empathy, the ability to build emotional control into conversations, and how to be an overall better leader. Do not miss this incredible conversation with a true master of negotiation.  Outline of This Episode [2:06] Learn more about Derek Gaunt  [3:33] The hostage negotiation framework  [9:14] How to mitigate defensiveness [11:30] Embrace a curious mindset [16:46] Maintaining emotional control [20:51] How to coach a “Blue Flamer” Resources & People Mentioned Never Split the Difference by Chris Voss Connect with Derek Gaunt The Black Swan Group Connect on LinkedIn Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader. Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Do you struggle to find the right words when it comes to writing? Do you want to improve your writing style and make a lasting impression with your words? Look no further! Join Igor as her explores the writing style of Derek, a skilled and seasoned law enforcement officer, known for his exceptional communication skills. Get ready to discover the secrets behind using hostage negotiation tactics to influence people in business and life. Learn how you can elevate your own writing game to new heights. So, grab your pen and paper, and tune in!

Do you struggle to find the right words when it comes to writing? Do you want to improve your writing style and make a lasting impression with your words? Look no further! Join Igor as her explores the writing style of Derek, a skilled and seasoned law enforcement officer, known for his exceptional communication skills. Get ready to discover the secrets behind using hostage negotiation tactics to influence people in business and life. Learn how you can elevate your own writing game to new heights. So, grab your pen and paper, and tune in!

What would you do differently if you handled every difficult business conversation as if it was a hostage negotiation? Derek Gaunt, the author of Ego, Authority, Failure, applies his experience in hostage negotiations to leadership, providing powerful yet practical ways that will change the way you negotiate and lead.

Derek Gaunt is the Head Trainer for Chris Voss' "Black Swan Group" and former Commander for the DC Hostage Negotiation Unit (29 Years) . Derek trains SWAT teams, the FBI, and Fortune 500 company Executives on the powers of negotiation and communication. He is also the author of the book "Ego, Authority, and Failure." His specialities were hostage negotiation, suicide interventions, and high pressure situations that required a positive end result. Today - he teaches us how to apply these same tactics and principles in everyday life and business. This will give all of us a massive edge over those not trained in this regard.Learn about the following in this episode:The power of silenceTactical EmpathyMirroringHow to Clear the Noisehttps://www.blackswanltd.com/our-team/derek-gauntFor Frameworks, Freedom Tips, and Millionaire Financial Breakdowns:https://brianluebben.com/newsletter Twitter @theactionpodIG @brianluebbenTiktok @brianluebben

Derek Gaunt is a lecturer, author of Ego, Authority, Failure©, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek's passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Get my new book 'The Path of an Eagle: How To Overcome & Lead After Being Knocked Down'.► AMAZON US► AMAZON AUS► AMAZON UKCONNECT WITH JAY & THE STORY BOX► INSTAGRAM ► TWITTER ► FACEBOOK ► WEBSITE SUBSCRIBE FOR MORE! Support this show http://supporter.acast.com/thestorybox. Hosted on Acast. See acast.com/privacy for more information.

From the outside looking in, there doesn't seem to be a lot in common between negotiating with a criminal to release hostages and coaxing your child to turn in their homework on time.  And yet, in both of these difficult situations there are some common strategies that are overwhelmingly effective; Both require tactical listening, curiosity and patience.  Today's guest, former hostage negotiator Derek Gaunt, teaches us how to approach high stakes conversations so you can better influence the other person and more effectively (and quickly) resolve conflict when there's a lot on the line. Specifically, we discuss: Why hostage negotiation is the same as any negotiation How to remain curious in a triggering conversation Ways to practice negotiation without being in one The key to influencing to anyone and everyone How to deal with irrational people and behavior Derek Gaunt is a lecturer, author of Ego, Authority, Failure©, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Connect with Derek: On Instagram: @derekmguant Via his website: Black Swan LTD  Check out his book: Ego, Authority, Failure Today's episode is brought to you by Helix Mattress and Hom-Gron: Helix:  If you're like me, getting a good night's sleep is not easy.  I've checked all the boxes of sleep routines, breathing exercises, caffeine, and blue light exposure, and the like.  But none of these can compete with having a mattress that is customized to your needs.  Go to helixsleep.com/brett to take a quiz that will match you to your perfect mattress, and use promo code BRETT to get $200 OFF any mattress + TWO free pillows for being Art of Coaching podcast listener!  HōM-GRōN: High Protein Bars are a healthy grab-and-go, chef-curated line of functional nutrition-based bars that are designed for today's discerning individual. With 20 grams of protein in a single serving bar with no fillers, added sugar, or sugar alcohols, this bar is perfect for the athlete on the go. Whether you're fueling your workout, picking up the kids, going for a hike, or heading to work, we've got your back.  Enter promo code BRETT10 for 10% off and all orders over $30 earn FREE SHIPPING.  Stock up! Oh, and just as a reminder- everything we do at AoC is about leadership development and absolutely nothing is specific to sport or training; Our focus and mission is to enhance your ability to connect with and build relationships with others. So whether you're struggling with entrepreneurial, personal or professional issues- reach out to us! We have private and group mentoring, online courses and in person workshops.  AND if you're considering coming to one of our upcoming workshops, we'd like to offer you an exclusive discount simply by being a listener of the podcast. Just pick an event at artofcoaching.com/events and use code Podcast10 at check out for an additional 10% off any of our live events.

Derek Gaunt - Negotiations Trainer and Coach at The Black Swan Group, Ltd - Author, "Ego Authority Failure" [Tactical Empathy]ABOUT NICK GLIMSDAHLSubscribe to my bi-monthly newsletterFind Press 1 For Nick on YouTubeFind me on TwitterFind me on LinkedInLISTENER SUPPORTPurchase Nick's books: Reasons NOT to Focus on Employee Experience: A Comprehensive GuideApparel: https://www.teepublic.com/user/press-1-for-nick Support this show through Buy Me A CoffeeBOOK RECOMMENDATIONS:Learn about all the guests' book recommendations here: https://press1fornick.com/books/ BROUGHT TO YOU BY:VDS: They are a client-first consulting firm focused on strategy, business outcomes, and technology. They provide holistic consulting services to optimize your customer contact center, inspiring and designing transformational change to modernize and prepare your business for the future. Learn more: https://www.govds.com/ This podcast is under the umbrella of CX of M Radio: https://cxofm.org/Podcast-Shows/ SPONSORING OPPORTUNITIES:Interested in partnering with the Press 1 For Nick podcast? Click here: https://press1fornick.com/lets-talk/ 

This FREE interview and discussion is brought to you by the Enabled Disabled Project (EDP). The Enabled Disabled Podcast is created for people with a disability, as well as their families, friends, clinicians and therapists. This platform helps dive into how our guests have experienced disability; what has it taught them about themselves, about life, about others; what tools or experiences have helped them to better navigate and adapt to the world; what do they wish other people knew about them; what are they working on now; how would they like to improve the world. Learn more about EDP at: https://www.enableddisabled.com/ About our presenter: Derek Gaunt is the former leader and commander of hostage negotiations teams in Washington DC for 20 years, the author of Ego, Authority, Failure. Derek is a lecturer, coach, author, and trainer with 29 years of law enforcement experience. About our interviewer: Gustavo Serafini is the founder of the Enabled Disabled Project. Born with proximal femoral focal deficiency (PFFD), disability has taught Gustavo many life lessons, and allowed him to meet with incredible friends and mentors along the way. What you'll hear and learn: How to negotiate with caregivers, healthcare professionals, doctors, etc. How to use tactical empathy to talk to your boss How to use basic and more advanced negotiation techniques to live a better life Helpful links: The Black Swan Group: www.blackswanltd.com Book: info.blackswanltd.com/library Connect with Derek Gaunt on Social Media: LinkedIn: www.linkedin.com/in/derek-gaunt-2943a824/ Learn more about our podcast Enabled Disabled, please visit: https://www.enableddisabled.com/ Ways to Contribute to the Enabled Disabled Project The Enabled Disabled Project is funded and supported by Gustavo Serafini and patrons like you. Every dollar goes a long way to make this project possible, and to help connect people from around the world. We keep our patrons posted on the latest development and resources made available because of your support. https://www.enableddisabled.com/contribute --- Send in a voice message: https://anchor.fm/enableddisabled/message Support this podcast: https://anchor.fm/enableddisabled/support

With 29 years of experience, Derek has commanded and trained police department hostage negotiation teams. An expert trainer and coach, Derek has trained across the US and around the world. He is the author of Ego Authority Failure written for Leaders.Derek is a coach for the Black Swan Group, the team that coaches the methods in the best selling book Never Split the Difference where he presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behavior and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another.--------------------------------------------------Contact Derek onWebsite: https://www.blackswanltd.com/homeLink to Derek's book: https://info.blackswanltd.com/libraryYoutube: https://www.youtube.com/c/Blackswanltd1Facebook: https://www.facebook.com/BlackSwanLTDLinkedIn: https://www.linkedin.com/company/the-black-swan-group/As an Amazon Associate, I earn from qualifying purchases. Each purchase supports both the author and this podcast. If you'd like additional ways to support this podcast, you can become a patron here: https://www.patreon.com/bePatron?u=66340956----------------------------------------------------------------------------------------------------Reach me to sell me your business, be on my podcast or just share some love:Linkedin: https://www.linkedin.com/in/ronskelton/Twitter: https://twitter.com/ronaldskeltonFacebook: https://www.facebook.com/How2ExitInstagram: https://www.instagram.com/how2exitpodcast/Have suggestions, comments, or want to tell us about a business for sale call our hotline and leave a message: 918-641-4150----------------------------------------------------------------------------------------------------Watch it on Youtube: https://youtu.be/-yy0WxJLOxk----------------------------------------------------------------------------------------------------Other interviews:Lane Carrick - serial entrepreneur and sold multiple businesses in his career: https://youtu.be/cAEGiqiieQwCarl Allen - M&A Expert with Over $47 billion in deals: https://youtu.be/VIU2Lqj_FY4Walker Deibel - the best-selling author of Buy Then Build: https://youtu.be/xoUH_IxeookMike Mausteller - Business Coach, Executive Coach, Trainer, and Speaker: https://youtu.be/yYLEAfafxWcSimon Bedard - Founder and CEO of Exit Advisory Group, M&A firm in Australia: https://youtu.be/obNiIbx5mJ0Kison Patel - CEO and Founder of DealRoom and and M&A Science Academy: https://youtu.be/VR4nSM8HT18--------------------------------------------------

In today's show, we are putting George Randle in your passenger seat to discuss his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.” Derek Gaunt is a lecturer, author, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek's passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. Derek joins us today to apply the principles of hostage negotiation to the home services industry.

A gallop study recently found that 50% of resigning employees did so, to get away from their manager. Those who stay with poor managers become disengaged, creating this negative work environment that costs ... The post Ego, Authority, Failure: Derek Gaunt appeared first on Author Hour.

Derek Gaunt is the former Commander for the DC Hostage Negotiation Unit (29 Years) and the Head Trainer for Chris Voss' "Black Swan Group". Derek trains SWAT teams, the FBI, and Fortune 500 company Executives on the powers of negotiation and communication. He is also the author of the book "Ego, Authority, and Failure." His specialities were hostage negotiation, suicide interventions, and high pressure situations that required a positive end result. Today - he teaches us how to apply these same tactics and principles in everyday life and business. This will give all of us a massive edge over those not trained in this regard.Learn about the following in this episode:The power of silenceTactical EmpathyMirroringHow to Clear the Noisehttps://www.blackswanltd.com/our-team/derek-gauntEgo, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a LeaderJoin our new Action Academy Text Newsletter for guest highlights, recommendations, resources, and direct access to deals: https://my.community.com/brianactionacademyOR Text ACTION TO +1 (423) 592-8486Resources:GoBundanceAre you an accredited investor and want to learn more about GoBundance?www.gobundance.comBook a call to learn more: www.calendly.com/brianluebben/grablifebigJason Drees CoachingInterested in Mindset and Business Coaching?www.jasondreescoaching.comBook a call to learn more: www.coachjasondrees.as.me/20minintrobrianluebbenConnect with Us!Facebook: www.facebook.com/ActionAcademyPodcastInstagram: www.instagram.com/actionacademypodcast @actionacademypodcast

Derek Gaunt will share one key tactic with you on today's Absolutely Mindset podcast that will transform your conversations.  He learned this tactic over decades of service as DC's lead hostage negotiator.That tactic will serve you very well in both the business world and in life. As the author of Ego, Authority, Failure©,  consider Derek your personal coach and negotiation trainer for emotional intelligence.That tactic is called labeling. Mastering the skill of labeling tobetter communicate with hostage takers became Derek's passion early on.  Enjoy the show!## Hi there! I'm your host Ewell Smith.  We're talking with entrepreneurs and business leaders who share their journeys from start to success to guide you.   Visit EwellSmith.com  to learn how to start and monetize your own blog in 7 steps.   While there, grab a free copy of my book It's Bloggable! 

This FREE interview and discussion is brought to you by the Enabled Disabled Project (EDP). The Enabled Disabled Podcast is created for people with a disability, as well as their families, friends, clinicians and therapists. This platform helps dive into how our guests have experienced disability; what has it taught them about themselves, about life, about others; what tools or experiences have helped them to better navigate and adapt to the world; what do they wish other people knew about them; what are they working on now; how would they like to improve the world. Learn more about EDP at: https://www.enableddisabled.com/ About our presenter: Derek Gaunt is the former leader and commander of hostage negotiations teams in Washington DC for 20 years, the author of Ego, Authority, Failure. Derek is a lecturer, coach, author, and trainer with 29 years of law enforcement experience. About our interviewer: Gustavo Serafini is the founder of the Enabled Disabled Project. Born with proximal femoral focal deficiency (PFFD), disability has taught Gustavo many life lessons, and allowed him to meet with incredible friends and mentors along the way. What you'll hear and learn: How to negotiate with caregivers, healthcare professionals, doctors, etc. How to use tactical empathy to talk to your boss How to use basic and more advanced negotiation techniques to live a better life Helpful links: The Black Swan Group: www.blackswanltd.com Book: info.blackswanltd.com/library Connect with Derek Gaunt on Social Media: LinkedIn: www.linkedin.com/in/derek-gaunt-2943a824/ Learn more about our podcast Enabled Disabled, please visit: https://www.enableddisabled.com/ Ways to Contribute to the Enabled Disabled Project The Enabled Disabled Project is funded and supported by Gustavo Serafini and patrons like you. Every dollar goes a long way to make this project possible, and to help connect people from around the world. We keep our patrons posted on the latest development and resources made available because of your support. https://www.enableddisabled.com/contribute --- Send in a voice message: https://anchor.fm/enableddisabled/message Support this podcast: https://anchor.fm/enableddisabled/support

Derek Gaunt is a lecturer, author of Ego, Authority, Failure©, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader, and then commander of hostage negotiations teams in the Washington, DC metropolitan area. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another.Mentioned in this Episode:Ego Authority Failure by Derek Gaunt Never Split the Difference by Chris Voss Time Codes:(3:14) - Derek's background in law enforcement and hostage negotiation. (5:58) - What were some tactics you used as a street cop to get people to comply?(8:18) - Derek's mindset during a confrontation and the importance of humanizing suspects.(14:31) - How do you protect yourself emotionally from the toll these confrontations take on you?(17:52) - What's the mindset someone should bring into a negotiation conversation?(22:07) - How do you define a negotiation?(23:42) - What should someone do when triggered during a tough negotiation conversation?(27:49) - Can you train yourself out of being emotionally triggered?(30:00) - Labeling negative emotions.(32:38) - The Accusation Audit.(38:23) - Can you overdo these techniques? (44:35) - How do you define ‘Tactical Empathy'?(46:13) - You can't plant a negative idea in someone's head.(53:12) - What are you sick of talking about? What are you most excited to be talking about?(54:42) - Wrap Up

“These conversations, whether you're negotiating with an insurance company or dealing with Thanksgiving dinner, it's all about how you sequence the conversation. ” Derek Gaunt Today I interviewed Derek Gaunt, former FBI hostage negotiator and now negotiation coach at the Black Swan Group In this episode we speak about how: How to deal with dinner table negative comments How to use tactical empathy which has nothing to do with liking the other side Why narcissists are easy to deal with How listening is the easiest and cheapest concession you can make Then my character Queens Marie asks about how to avoid conflict which is her favorite thing to cultivate. To catch up with our guest: info@blackswanltd.com LinkedIn: https://www.linkedin.com/in/derek-gaunt-2943a824 Facebook: https://www.facebook.com/derek.gaunt.12576 Twitter: @negoti8or

Derek Gaunt in an educator and author with 20 years of experience as a hostage negotiator for law enforcement agencies in the Washington DC metro area.In this conversation with Bart Campolo, Derek talks about 'tactical empathy', emotional intelligence, controlling how someone feels about you, building trust, truly listening to someone's story, understanding motivation, looking for hidden messages and meaning, how to respect the person even if you don't respect their decisions or actions, and how to focus on what's important in the time you have with someone.Derek's book is 'Ego, Authority, Failure'.—Follow this podcast to stay up-to-date:Twitter: @HumanizeMePodInstagram: @HumanizeMePodcastCheck out Patreon.com/HumanizeMe! Support the podcast there for the cost of a cup of coffee once a month and get extra content for it. That amount won't matter to you, but it means everything to us and makes the podcast happen! (Includes access to the monthly bonus podcast, ‘Why It Matters', where we discuss the show and read listener feedback, and the ‘Campolo Sessions‘, long-form conversations between Bart and his dad Tony Campolo.)Humanize Me is hosted by Bart Campolo and is produced by John Wright at JuxMedia.com.

Welcome to Press 1 For Nick Throwback Episode! In these episodes, we reintroduce you to some of our most popular episodes. Please fill out this survey: https://forms.gle/7ig267wFeyoLU2Xg7 Free Ebook***ABOUT NICK GLIMSDAHLSubscribe to my weekly newsletterFind me on TwitterFind me on LinkedIn***LISTENER SUPPORTSupport this show through Buy Me A Coffee***BOOK RECOMMENDATIONS:Learn about all the guests book recommendations here: https://press1fornick.com/books/  BROUGHT TO YOU BY:VDS: They are a client-first consulting firm focused on strategy, business outcomes, and technology. They provide holistic consulting services to optimize your customer contact center, inspiring and designing transformational change to modernize and prepare your business for the future. Learn more: https://www.govds.com/ This podcast is under the umbrella of CX of M Radio: https://cxofm.org/Podcast-Shows/ SPONSORING OPPORTUNITIES:Interested in partnering with the Press 1 For Nick podcast? Click here: https://press1fornick.com/lets-talk/ ★ Support this podcast on Patreon ★

"Many people are good at recognizing; most people stink at then articulating what they recognize. The other side doesn't know you understand them unless you actually verbalize it." On this episode, I am joined by Derek Gaunt, expert coach at The Black Swan Group who has 29 years of experience in law enforcement, most of which was spent as a hostage negotiator. He's also a speaker, instructor, and the author of Ego, Authority, Failure.  This show contains tactical, applicable methods to be better at having difficult conversations and saying “no.” He shares real stories and experiences of mirroring, labeling, dynamic silence, and the accusations audit. We end the episode with a 15 minutes exercise where I play the role of a demanding boss and he shows us how to ask for a raise using the methods that he teaches. You'll quickly see how adept he is at negotiating, and you'll also see a very humbled Jeremy emerging on the other side.  https://www.blackswanltd.com/our-team/derek-gaunt

In work and in life, we have to have difficult conversations that require negotiation. Difficult conversations with our co-workers, partners, vendors, employees, and even spouses. To be more effective in these conversations, we thought who would be better to learn from than the former commander of the hostage negotiation team in Washington, DC. My guest today is a guy named Derek Gaunt. Derek spent 29 years in law enforcement and is considered a hostage negotiation and incident command subject-matter expert. He is an author and regularly speaks at Hostage Negotiations and SWAT conferences across the country. He now specializes in instructing companies on how to apply hostage negotiation practices and principles to the business world. Derek and I discussed: · His Police Negotiation Career· Negotiation Strategies & Tactics· The Ideal Difficult Conversation Outline· The best way to say “no ”· And how to get people to truly make a commitment Learn more about Derek here.Follow Pat on Instagram: @patbcostellohttps://www.evolvedbrokerpodcast.com/

Derek Gaunt is a lecturer, author of Ego, Authority, Failure©, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek's passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behavior and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another. Helpful links: The Black Swan Group: www.blackswanltd.com Book: info.blackswanltd.com/library Connect with Derek Gaunt on Social Media: LinkedIn: www.linkedin.com/in/derek-gaunt-2943a824/ Learn more about our podcast Enabled Disabled, please visit: https://www.enableddisabled.com/ Ways to Contribute to the Enabled Disabled Project The Enabled Disabled Project is funded and supported by Gustavo Serafini and patrons like you. Every dollar goes a long way to make this project possible, and to help connect people from around the world. We keep our patrons posted on the latest development and resources made available because of your support. https://www.enableddisabled.com/contribute --- Send in a voice message: https://anchor.fm/enableddisabled/message Support this podcast: https://anchor.fm/enableddisabled/support

Derek Gaunt is a lecturer, trainer, author of "Ego, Authority, Failure and member of the Balck Swan Group. With over 20 years of experience in hostage negotiations, Derek is versed in de-escalating emotions and returning people to a normal functioning level for better decision-making and behavioural change. "Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader" is filled with actionable tips that can help front-line managers, middle managers, and C-suite executives grow as leaders to inspire their teams and achieve their business goals. Just like hostage negotiators use truly universal techniques, the skills taught in this book can apply to nearly every business situation. During this conversation, Derek walked me through the hostage negotiator's tactics and tools and showed me how to apply them to feedback conversations scenarios and difficult conversations with employees. SHOW NOTES: Tactical Empathy Is a solution to any relationship! You will learn various tools that combined, will help you establish trust and defuse emotionally charged conversation. "We call it tactical empathy because it's deliberate and it is strategic. The best purveyors of tactical empathy are hostage negotiators and sociopaths. We both use it because we know it's effective." Accusation Audit To create psychological safety, hostage negotiators starting with accusations early on. You will hear how Derek starts performance review with accusation audit and explains why it is so effective. "There is no clearer way for you to demonstrate that you are trying to see it from their perspective than for you to start verbalising things that they haven't even said yet". "No" Oriented Question Another counterintuitive at first, and highly effective tactic. If you'd like people to say yes to your request, formulate a question that makes them say "NO" "People are "YES" addicted "YES" is becoming a dirty word. YES means obligation, YES means commitment, Yes means I HAVE NO ROOM. You are giving them a choice when you change to NO ORIENTED question. They feel like they have an option." Quick 2 plus 1 It's a combination of 3 simple tools that the Black Swan Group is coaching their students that will give you an edge in every negotiation or difficult conversation. Derek coached me on how to use Labelling, Mirroring and Dynamic Pause. Two hacks on how to stay cool ahead of the difficult conversation I asked Derek how did he keep his ego and authority at bay when negotiating with criminals? To further progress your negotiation and leadership skills, connect with Derek, check out the Black Swan Group and grab his book "Ego, Authority, Failure": Linkedin: https://www.linkedin.com/in/derek-gaunt-2943a824/ Twitter: https://twitter.com/derekgaunt?lang=en Website:https://www.blackswanltd.com/home The Black Swan Group Facebook Community: https://www.facebook.com/BlackSwanLTD/videos/?ref=page_internal Grab the book: https://www.amazon.co.uk/Ego-Authority-Failure-Intelligence-Negotiator/dp/164137182X

Many things in life are based on negotiation and being able to successfully conduct one, sometimes even our lives and livelihoods depend on it. My guest today is an expert on all things negotiation. Derek Gaunt is a lecturer, author of Ego, Authority, Failure, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. In this discussion, you'll learn...-How Derek became passionate about hostage negotiation...01:40Never Split the Difference by Chris Voss -How to train your mind to keep calm in high risk situations...05:15FMRI emotions in the brain -Why the counter-attack is the worst thing you can do...08:30-The most challenging hostage situation in Derek's career...11:30-How to learn from hostage negotiation communication skills...14:30-Emotional empathy vs. tactical empathy...18:30-Why mindset and empathy is the best way to overcome the fear of getting it wrong...20:20-What forced empathy is and why it's a powerful negotiation tactic...24:25-The five levels of listening...27:23-The biggest lesson Derek has taken from his career as a hostage negotiator...29:15-Common mistakes that big corporations and CEO's tend to make in negotiations...31:50-What to do when you detect deception from your counterpart...34:10-How to position yourself on top with the Oprah Winfrey rule...38:17-Derek's practices...41:30About Derek: Derek Gaunt is a lecturer, author of "Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader." He's a trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek's passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Resources:Derek's Book: https://www.amazon.com/dp/164137182X/ref=cm_sw_r_em_apa_i_q2XWEb0CQRHDN (Ego, Authority, Failure) https://www.blackswanltd.com/home (The Black Swan Group)

In this special episode, John talks to Lecturer, Author and former FBI Hostage Negotiator, Derek Gaunt. Derek has a wealth of experience in negotiation and has adapted his career into training people around the world, instructing businesses on how to apply hostage negotiation practices and principles to their own industries. Derek's book ‘Ego, Authority, Failure' covers how to use emotional intelligence like a hostage negotiator to succeed as a leader. Derek provides advice on making negotiations an easier experience and how using the ‘CAVIAAR' acronym, will help you to succeed in these tricky situations. Do you want to learn actionable techniques to build trust-based influence? Tune in to this episode for a fantastic conversation on using emotional intelligence to improve your negotiation skills. Buy the book ‘Ego, Authority, Failure' – https://www.amazon.co.uk/Ego-Authority-Failure-Intelligence-Negotiator/dp/164137182X Follow Derek Gaunt on Instagram – https://www.instagram.com/derekmgaunt/   KEY TAKEAWAYS Negotiations can be difficult but go into those situations with curiosity and a willingness to learn. Having an ego is not necessarily a bad thing – as long as it's checked. Don't use it to take advantage of others or to satisfy your own insecurities.   BEST MOMENTS “They look at negotiation as an ordeal, as opposed to an adventure. That little shift in mindset is huge”. “Every conversation that you go into with your counterpart, you need to go in assuming that you have something to learn”.   VALUABLE RESOURCES Leadership Revealed Podcast Castledene Sales & Lettings   ABOUT THE HOST John has several Estate and Letting Agencies in the North East of England. He also has a consultancy business, in which he teaches other agents how to grow and scale a sustainable business. John is recording podcasts to grow in the estate agency space, but also to try and break into other industries. The formula John has developed for estate agency success, is transferable into other SME industries.   CONTACT METHOD https://www.facebook.com/agencyconsulting/ https://www.linkedin.com/in/john-paul-14167211/ https://twitter.com/TheLHAExpert johnpaul@agency-consulting.co.uk See omnystudio.com/listener for privacy information.

Deep listening is key to better negotiations. There are five layers to listening! Listening at level five is hard work. Check out why? In this episode, Jake and Gino talk with Derek Gaunt. Derek is a lecturer, author of Ego, Authority, Failure©, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. The key takeaways include the following: Keep a check on your Ego! If it is not monitored and it is tied to negative emotions, it can derail anything that you do. It can be relationships, business deals and more. Promote emotional quotient at your workplace. Engage your employees and develop a better work environment. Leadership is about making others lead. If you keep your employees engaged and motivated, they will do what needs to be done without you telling them so. Deep listening is key to better negotiations. There are five layers to listening. Listening at level five is hard work. Listen to the podcast for more such golden nuggets on negotiations, solution-oriented approach, setting goals and much more. Book recommendation: The Complete Autobiographies of Frederick Douglass Learn more about Derek Gaunt: https://amz.run/4Xc4 Learn more about Jake & Gino: www.jakeandgino.com Apply for limited time, complimentary multifamily investing training: https://jakeandgino.mykajabi.com/freetraining Apply for Mentorship: https://jakeandgino.com/apply/

Welcome to an ANI Throwback Episode! In these episodes, we reintroduce you to some of our most popular episodes. This week, we revisit to Derek Gaunt's episode: How to Manage Egos and Difficult Emotions. Request a Custom Workshop For Your Company Get Free Access to Over 15 Negotiation Guides Follow on Derek on LinkedIn Follow Kwame on LinkedIn

Welcome to an ANI Throwback Episode! In these episodes, we reintroduce you to some of our most popular episodes. This week, we revisit to Derek Gaunt's episode: How to Manage Egos and Difficult Emotions.Request a Custom Workshop For Your CompanyGet Free Access to Over 15 Negotiation GuidesFollow on Derek on LinkedInFollow Kwame on LinkedInIf you've been a listener of the show and you've gotten a lot out of our programming, you can click here to Support Negotiate Anything. Support this show http://supporter.acast.com/negotiate-anything. See acast.com/privacy for privacy and opt-out information.

Derek Gaunt is the author of Ego, Authority, Failure and a lecturer & trainer with 29 years of law enforcement experience, and ultimately became commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a negotiation trainer and personal coach now at Black Swan Group. Derek trains organizations around the world, on how the practices and principles on hostage negotiation that he learned in the field, can be applied to the business world. In this episode, Derek and Ron not only discussed the below 4 topics but also Ron opened up about some of his own challenges managing his emotions in heated situations and Derek coached him in real time without missing a beat! How a curiosity mindset actually drives effective negotiation? A tried and tested tactic to make someone divulge more insight & context The power of empathy in all communication What are the “black swans” and how can you uncover them?  

Negotiation skills and effective communication are more crucial than ever before since the pandemic. I'm not sure about you but I certainly find myself in MANY MORE negotiation situations in 2020. Most of my friends and client would say the same. If you want to expand beyond the current state of your career, your business, please register for this event! You can ask questions live during our session. Learn more about the Black Swan Group: https://www.blackswanltd.com/home To find out how I built a business with a podcast started in 2014: https://www.feisworld.com/newsletter Looking for a solution to livestream your content? Check out Restream: https://restream.io/join/fei This is part of Feisworld Podcast's Meeting of the Minds series, which I started at the beginning of the pandemic. I've been livestreaming my conversations with these teachers and influencers so you can see the complete and unedited footage. It's been a great opportunity for me to learn and connect with so many colleagues and friends! --- Send in a voice message: https://anchor.fm/feisworld/message Support this podcast: https://anchor.fm/feisworld/support

Derek Gaunt is a lecturer, author of Ego, Authority, Failure©, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek’s passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behaviour and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another. ------- Want access to the free High Performing Student minicourse? ->www.samdemma.com/high-performing-student-minicourse Want to win $500? I've partnered with the Student Life Network to bring you the High Performing Student Scholarship Submit a question for the next podcast: www.samdemma.com/ask 

Are you listening to understand, or are you listening to respond? In this episode, Dino Watt interviews Derek Gaunt. Derek is a lecturer and the author of Ego, Authority, Failure©. They talk about how to communicate with your team and patients effectively in order to achieve success in your practice. They also discuss: What makes a good leader effective and what makes a bad leader toxic. The 5 levels of listening Derek is a trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek's passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behavior and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another.   REFERENCE: Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink and Leif Babin Ego, Authority, Failure by Derek Gaunt For more information and any queries, you can contact him at: Website: https://www.blackswanltd.com/    DINO'S BIO: Dino Watt is a dynamic, highly sought after keynote speaker, private practice business advisor, best selling author, and certified body language and communication expert. As a business relationship expert, Dino understands that people are the heart of any business. His interactive training style will bring your audience to roaring laughter and move them to tears. Whether he is training on C.O.R.E Culture, Sales and Sales Support, or Making love and business work, your audience will rave about Dino and the energy he brings to every event. Dino has spoken for MKS, American Association of Orthodontists, PCSO, Pitts Progressive Study Group, The Shulman Study Club, Keller Williams, Sotheby's, DentalTown, Ortho2, OrthoVoice, and many others. Out of all the accolades Dino has received, the one he is proudest of is title of PHD, Passionate Husband and Dad. Dino has been married to his wife Shannon for 24 years and together they have raised 3 amazing adults.

Derek is a lecturer, author of Ego, Authority, Failure©, and a negotiations trainer and coach at the Black Swan Group. Some of you may be familiar with the Black Swan Group as it is managed by Chris Voss the author of the bestselling book “Never Split the Difference”. He has 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, D.C. metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the US. If you’re asking yourself what this has to do with you, the answer is a LOT. Derek teaches leaders how to apply hostage negotiation practices and principles to their world. Spoiler? It’s all about interpersonal communications and increasing performance by changing the way we think about communicating. We discuss: • How to smartly elicit required responses in a negotiation • Tactical empathy - seeing things from the other side’s eyes (as opposed to trying to “walk in their shoes”). • Deal-killers • The power of curiosity - going into every conversation assuming you have something to learn • The importance of determining early in the cogeneration whether you’re the “fool or the favorite” • Asking labels - “When you say to someone it seems like you have a vision of how this is going to work out, they immediately become a narrator of how this is playing in their head, and they tell you exactly what’s important to them” • Identifying and navigating the black swans in every conversion (the unexpected occurrences that are bound to happen) • The advantage of empathetic listening • Finding the real motivation when someone is asking you for something • The core reasons for someone being counterproductive in a negotiation • And much more! We hope you enjoy this special episode. And if you’re curious to learn more about him, checkout the Black Swan website and his book on Amazon

Derek talks about his book Ego, Authority Failure, the importance of emotional intelligence, listening and tactical empathy. He brings all of these back to customer service. Derek Gaunt is a lecturer, author of Ego, Authority, Failure, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. Derek talk about how he sold jail time, the importance of Emotional Intelligence, and how his hostage negotiations expertise translates to customer service. Nick Glimsdahl is the Director of Contact Center Solutions at VDS. He is a thought leader in both the Customer Service and Customers Experience fields. As the Director of Contact Center Solutions at VDS, his mission is to bring together digital transformation, customer expectations, and business objects to create effortless customer experiences. You can connect with Nick on LinkedIn. #press1fornick #customerexperience #customerservice #cxofmradio #cxconvos #podcast #podcasthost #podcastshow #podcastlife #cxpa #socap #cxaccelerator #icmi

Chris Voss is the author of the major bestselling book, “Never Split The Difference: Negotiating As If Your Life Depended On It”, which has been called one of if not the best books on negotiation of all time and was one of the top 10 Best Selling Books of all of the books sold on Amazon for over a year. His 2020 Masterclass has been one of the most popular Masterclasses on the platform, and his many videos online of his speeches and interviews have millions of views.Chris was the lead international kidnapping negotiator for the FBI, as well as the FBI's hostage negotiation representative for the National Security Council's Hostage Working Group. Before that, he served as the lead Crisis Negotiator for the New York City Division of the FBI.Chris has been featured widely by the media including with Anderson Cooper on CNN, on CNBC, in TIME magazine, The New York Times, The Wall Street Journal, Forbes, Inc., Fast Company, Fortune, The Washington Post, and many more.Derek Gaunt is the bestselling author of “Ego Authority Failure”. He was a commander of hostage negotiations teams in the Washington, DC metropolitan area, and today is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country.Derek spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator.Derek Gaunt and Chris Voss have been friends for 20 years – which makes this discussion entertaining, collaborative, and quite memorable! They have been teaching, training, and giving people negotiation superpowers together for the last decade. Here, they deliver tangible takeaways and tools that you can use immediately to make you a better negotiator, communicator, and leader! Using Chris and Derek's tools, anyone will learn how to get what they want in negotiations, but also how to communicate better with anyone in their lives – employees, teammates, children, spouses, clients, and customers!Love the show? Subscribe, rate, review, and share! https://www.calentertainment.com/virtually-speaking/

I am so excited and thrilled to share this interview with Derek Gaunt, author of Ego, Authority, Failure former hostage negotiatior and now a expert trainer and coach at the Black Swan Group. He is using his knowledge and skills from his days as a hostage negotiator on interpersonal communication and to how to talk with people and how we can become better at this by forgetting ourselves. Read more about Derek here: https://www.blackswanltd.com/our-team/derek-gaunt Check out his audiobook at https://www.amazon.com/Ego-Authority-Failure-Intelligence-Negotiator/dp/164137182X.

Welcome back to our second segment of the Negotiation Series with special guest Black Swan Ltd. In this episode, Jon Maddux sits down with former commander of hostage negotiations Derek Gaunt. With decades of experience on the front lines, Derek has joined Black Swan Ltd. to coach individuals and corporations, as well as teaching at hostage negotiations and SWAT conferences. Derek also teaches how to be a great leader with these negotiation skills in his new book Ego, Authority, Failure. Jon and Derek speak about how to address bad news, building rapport with your team, how to bulletproof your emails, and much more. Guest: Derek Gaunt is a lecturer, author of Ego, Authority, Failure, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek’s passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behavior and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another. The Million Dollar Mortgage Experience is the premier podcast for mortgage brokers and other real estate professionals aimed at giving away tricks, tips, and secrets to help you originate mortgage jumbo loans. Instagram: MillionDollarMortgage_Podcast Host: Jon Maddux - CEO/Co-Founder of FundLoans, Jon Maddux has been in the mortgage/finance industry for over several decades and has been featured in publications such as Forbes Names You Need to Know, The Wallstreet Journal, and more. There are few professionals that possess as much knowledge and experience in non-QM as Jon Maddux. Instagram: JonMaddux_ Facebook: Facebook.com/jonmadduxbiz FundLoans is a Jumbo/Super Jumbo wholesale mortgage lender that specializes in non-QM lending (in fact, it’s ALL we do). If you are a mortgage broker who is interested in learning more about our products, you may contact us at Info@FundLoans.com. Instagram: FundLoans Facebook: Facebook.com/FundLoans YouTube: YouTube.com/FundLoans *This podcast is intended to aid mortgage professionals only* FundLoans NMLS ID:1202262 If you are in the mortgage industry and are interested in learning more about FundLoans’ Jumbo and Super Jumbo Non-QM Mortgage Products, contact us at Info@FundLoans.com or call 866-234-6981.

On the show today I interview author and negotiations expert, Derek Gaunt from the Black Swan Group. We discuss his new book Ego, Authority and Failure:Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.  Purchase a copy by clicking here. And as a thank you for listening to today’s show you can get this book for free by clicking the FREE BOOK tab on our website at Entreneato.com  and as always thank you to our friends at Audible for making it possible!  Lastly a quick reminder, we’d love for you to consider supporting the show through Patreon. For more info check out our Patreon Page and don’t forget to comment, rate and subscribe on iTunes to help the show move forward.  Thank you for listening! 

Negotiations can be uncomfortable, difficult and even contentious. Former Hostage Negotiator Derek Gaunt, author of “Ego, Authority, Failure”, teaches business leaders to gain trust and negotiate evenly when emotions are running high.  Every difficult conversation is a guided discovery process. -Derek Gaunt   Takeaways + Tactics  A negotiation is nothing more than a difficult conversation. Discomfort and negative emotions impede our ability to cognitively process that which is in front of us. Awkwardness promotes accelerated learning because it forces the brain to focus more. When feeling awkward, our brain is telling us there's no synaptic connection developed for the skill.    Most of us are intermittent or rebuttal listeners. We get so focused on the threat, demand or request, that we don't try to find out which is driving it.  It is impossible to be angry and afraid if you're genuinely curious about what the other side has to say. Guest Bio  Derek is a lecturer, expert negotiation trainer, coach at Black Swan Group and author of Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.  He has 29 years of law enforcement experience - 20 of which as a team member, leader, and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiations practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behavior and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another.  For more information visit https://www.blackswanltd.com/ and buy his book Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader here.   Learn More About Your Host: Co-founder and Managing Partner for Northstar Group, Craig is focused on recruiting senior level leadership, sales and operations executives for some of the most prominent companies in the aviation and aerospace industry. Clients include well known aircraft OEM's, aircraft operators, leasing / financial organizations, and Maintenance / Repair / Overhaul (MRO) providers.  Since 2009 Craig has personally concluded more than 150 executive searches in a variety of disciplines. As the only executive recruiter who has flown airplanes, sold airplanes AND run a business, Craig is uniquely positioned to build deep, lasting relationships with both executives and the boards and stakeholders they serve. This allows him to use a detailed, disciplined process that does more than pair the ideal candidate with the perfect opportunity, and hit the business goals of the companies he serves.

Derek Gaunt is lecturer, author of Ego, Authority, Failure, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek’s passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others.     As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiations practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. His presentations are engaging and filled with useful techniques for understanding human behavior and navigating difficult conversations. His training has helped leaders and their organizations increase their performance by changing the way they think about communicating one person to another.     He speaks with us about his first hostage negotiation, gathering information and being a compliance professional.   Blackswanltd.com   The Rundown Negotiation Law Enforcement Crack Cocaine Interrogation Hostage Negotiation Retirement from LE Sequencing Being Bullied Working Smart Not Hard Human Nature Skillset 3 Types of Negotiators Assertive Emotional Response Accommodator Analyst Comparison Analysis Skepticism Old vs New Win/Win Amygdala BATNA Compromise Ginseng Compliance Professionals Success Rate Arbiter You Never Forget Your First SWOMI Motivation Conversations Chess Instant Gratification Patience Negative Assumptions Asking Why? Favorite or Fool Delivery is Important Transition for Gov to Private Identity Book Recommendations Slowing It Down   Subscribe to our Youtube Channel for lots of great content!   Get tickets to our next Multifamily Mastery Event in Orlando!

Find out the advantages of treating employees as hostage-takers by using tactical empathy, the difference between manipulation and negotiation, and how to overcome the biggest pitfalls of effective leadership.

Derek Gaunt is an expert negotiator with the Black Swan Group, and has 29 years of law enforcement and hostage negotiation experience. As a partner in the BSG (providing seminars, workshops, and training which take strategies of hostage negotiation and bring them to the business world) Derek has worked with some of the top companies in the world, and now brings to us his book titled: Ego, Authority, Failure - Using Emotional Intelligence like a Hostage Negotiator to Succeed Like a Leader. A few of Derek's mentors are the Sheriff who first hired him and made him a negotiator (the man Derek considers “The Godfather” of the negotiation team in Alexandria), and Robin Nichols - a woman he says could have written his book - a powerful leader in the law enforcement community. Derek is driven by the mantra of “I've Earned it”, and the desire to continue doing what he loves: refining his communication skills, and sharing them with other people. **BIG TAKE-AWAYS: ** Diffuse the negative emotions FIRST in a negotiation Be likeable! It's one of the most important parts of winning the deal Stick to your training! RECOMMENDED BOOKS: Extreme Ownership - Jocko Willink & Leif Babin (https://amzn.to/2KoUx4f) **Links: ** https://Blackswanltd.com Linkedin (https://www.linkedin.com/in/derek-gaunt-2943a824/) Ego Authority Failure (https://amzn.to/2KqfRGK)

In last week's episode, Derek showed us how to manage egos and problematic emotions while being assertive in negotiations. Now, we're putting his skills to the test in this realistic Negotiate Anything practice session. He plays the role of a manager who's dealing with an angry team direct report. Request a Custom Workshop For Your Company Connect with Derek Buy Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader Download Your Negotiation Preparation Guide Keywords:  negotiation, negotiate, persuasion, influence, leadership, psychology, sales, compassionate curiosity, mindful, mindfulness, emotions, self awareness, emotional intelligence, career, interviews, informational interviews, job search, job readiness, networking, discounts, conflict, difficult people, psychology, emotion, emotions, argue, argument, debate, negotiation, negotiate, influence, persuasion, leadership, parenting, psychology, sociology, social dynamics, entrepreneurship, small business, salary, sales, law, lawyer, law school, mba, human resources, HR, talent management, talent development, nonprofit management, training and development, talent management, human resources management, talent management, human resources development, instructional design, human factors, and knowledge management, benchmarking, threats, leverage, power, kwame christian, negotiation expert, communication expert, conflict resolution expert, keynote speaker, diversity training, conflict training, continuing legal education, "CLE", chris voss, salary negotiation, getting to yes, never split the difference, critical conversations, crucial conversations, supply chain, procurement, sales, buyers, buying, procure, IT Procurement, supply chain, contract management, contract, negotiate, sell, buyer, buy, purchase, purchasing, business negotiation, never split the difference, getting to yes, collaboration, negotiation genius, art of the deal, real estate negotiation, financial planner, financial planning, CPA, CLE, CE, supply management, implicit bias, diversity and inclusion, minority, conflict management

In last week's episode, Derek showed us how to manage egos and problematic emotions while being assertive in negotiations. Now, we're putting his skills to the test in this realistic Negotiate Anything practice session. He plays the role of a manager who's dealing with an angry team direct report. Request a Custom Workshop For Your CompanyConnect with DerekBuy Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a LeaderDownload Your Negotiation Preparation GuideKeywords: negotiation, negotiate, persuasion, influence, leadership, psychology, sales, compassionate curiosity, mindful, mindfulness, emotions, self awareness, emotional intelligence, career, interviews, informational interviews, job search, job readiness, networking, discounts, conflict, difficult people, psychology, emotion, emotions, argue, argument, debate, negotiation, negotiate, influence, persuasion, leadership, parenting, psychology, sociology, social dynamics, entrepreneurship, small business, salary, sales, law, lawyer, law school, mba, human resources, HR, talent management, talent development, nonprofit management, training and development, talent management, human resources management, talent management, human resources development, instructional design, human factors, and knowledge management, benchmarking, threats, leverage, power, kwame christian, negotiation expert, communication expert, conflict resolution expert, keynote speaker, diversity training, conflict training, continuing legal education, "CLE", chris voss, salary negotiation, getting to yes, never split the difference, critical conversations, crucial conversations, supply chain, procurement, sales, buyers, buying, procure, IT Procurement, supply chain, contract management, contract, negotiate, sell, buyer, buy, purchase, purchasing, business negotiation, never split the difference, getting to yes, collaboration, negotiation genius, art of the deal, real estate negotiation, financial planner, financial planning, CPA, CLE, CE, supply management, implicit bias, diversity and inclusion, minority, conflict management

Will using emotional intelligence like a hostage negotiator enable a leader's success? How can the ideologies and techniques of hostage negotiation be applied to business? Our featured guest, Derek Gaunt, shares the essential information you need to take your leadership to another level by connecting two different disciplines - hostage negotiation and business leadership.   Derek is a lecturer, author (Ego, Authority, Failure), trainer and former commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and subject matter expert on incident command who frequently speaks at hostage negotiations and SWAT conferences across the country. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiations practices and principles to their world. During this episode you will learn the hostage negotiation principles that Derek teaches leaders, the relationship between ego and authority, the importance of labels in engaging discussions, and so much more. Additionally, Derek will share some insights into his book written for leaders who want actionable techniques to build trust-based influence. Learn more about your ad choices. Visit megaphone.fm/adchoices

Derek shows us how to manage egos and problematic emotions while being assertive in negotiations. Request a Custom Workshop For Your Company Connect with Derek Buy Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader Download Your Negotiation Preparation Guide Keywords:  negotiation, negotiate, persuasion, influence, leadership, psychology, sales, compassionate curiosity, mindful, mindfulness, emotions, self awareness, emotional intelligence, career, interviews, informational interviews, job search, job readiness, networking, discounts, conflict, difficult people, psychology, emotion, emotions, argue, argument, debate, negotiation, negotiate, influence, persuasion, leadership, parenting, psychology, sociology, social dynamics, entrepreneurship, small business, salary, sales, law, lawyer, law school, mba, human resources, HR, talent management, talent development, nonprofit management, training and development, talent management, human resources management, talent management, human resources development, instructional design, human factors, and knowledge management, benchmarking, threats, leverage, power, kwame christian, negotiation expert, communication expert, conflict resolution expert, keynote speaker, diversity training, conflict training, continuing legal education, "CLE", chris voss, salary negotiation, getting to yes, never split the difference, critical conversations, crucial conversations, supply chain, procurement, sales, buyers, buying, procure, IT Procurement, supply chain, contract management, contract, negotiate, sell, buyer, buy, purchase, purchasing, business negotiation, never split the difference, getting to yes, collaboration, negotiation genius, art of the deal, real estate negotiation, financial planner, financial planning, CPA, CLE, CE, supply management, implicit bias, diversity and inclusion, minority, conflict management

Derek shows us how to manage egos and problematic emotions while being assertive in negotiations. Request a Custom Workshop For Your CompanyConnect with DerekBuy Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a LeaderDownload Your Negotiation Preparation GuideKeywords: negotiation, negotiate, persuasion, influence, leadership, psychology, sales, compassionate curiosity, mindful, mindfulness, emotions, self awareness, emotional intelligence, career, interviews, informational interviews, job search, job readiness, networking, discounts, conflict, difficult people, psychology, emotion, emotions, argue, argument, debate, negotiation, negotiate, influence, persuasion, leadership, parenting, psychology, sociology, social dynamics, entrepreneurship, small business, salary, sales, law, lawyer, law school, mba, human resources, HR, talent management, talent development, nonprofit management, training and development, talent management, human resources management, talent management, human resources development, instructional design, human factors, and knowledge management, benchmarking, threats, leverage, power, kwame christian, negotiation expert, communication expert, conflict resolution expert, keynote speaker, diversity training, conflict training, continuing legal education, "CLE", chris voss, salary negotiation, getting to yes, never split the difference, critical conversations, crucial conversations, supply chain, procurement, sales, buyers, buying, procure, IT Procurement, supply chain, contract management, contract, negotiate, sell, buyer, buy, purchase, purchasing, business negotiation, never split the difference, getting to yes, collaboration, negotiation genius, art of the deal, real estate negotiation, financial planner, financial planning, CPA, CLE, CE, supply management, implicit bias, diversity and inclusion, minority, conflict management

On this episode, Dr. Lee Pierce (she/they)--Asst. Prof. of Rhetoric in the Department of Communication at the State University of New York at Geneseo—is joined by co-host and recent Geneseo Graduate Haley Wigsten to interview Derek Gaunt (he/his)expert trainer and coach at the Black Swan Group--on his thrilling new book Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader (New Degree Press, 2019). Gaunt is a lecturer and author who trained for 29 years in law enforcement; for 20 of those years, he was leader, then commander, of a hostage negotiations team. Ego, Authority, Failure uses the fundamentals of hostage negotiations leadership (HNL) to teach readers practical strategies for increasing their leadership potential and negotiating uncomfortable situations. Gaunt uses real-life stories of successes and failures in leadership and negotiations which are both compelling and pragmatic to readers’ own lives. The book is a must-read for anyone who has felt that they could improve on their own tactical empathy, emotional intelligence, and negotiation skills. Learn more about Gaunt and his team at the Black Swan Group website. Learn more about your ad choices. Visit megaphone.fm/adchoices

On this episode, Dr. Lee Pierce (she/they)--Asst. Prof. of Rhetoric in the Department of Communication at the State University of New York at Geneseo—is joined by co-host and recent Geneseo Graduate Haley Wigsten to interview Derek Gaunt (he/his)expert trainer and coach at the Black Swan Group--on his thrilling new book Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader (New Degree Press, 2019). Gaunt is a lecturer and author who trained for 29 years in law enforcement; for 20 of those years, he was leader, then commander, of a hostage negotiations team. Ego, Authority, Failure uses the fundamentals of hostage negotiations leadership (HNL) to teach readers practical strategies for increasing their leadership potential and negotiating uncomfortable situations. Gaunt uses real-life stories of successes and failures in leadership and negotiations which are both compelling and pragmatic to readers' own lives. The book is a must-read for anyone who has felt that they could improve on their own tactical empathy, emotional intelligence, and negotiation skills. Learn more about Gaunt and his team at the Black Swan Group website. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/psychology

On this episode, Dr. Lee Pierce (she/they)--Asst. Prof. of Rhetoric in the Department of Communication at the State University of New York at Geneseo—is joined by co-host and recent Geneseo Graduate Haley Wigsten to interview Derek Gaunt (he/his)expert trainer and coach at the Black Swan Group--on his thrilling new book Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader (New Degree Press, 2019). Gaunt is a lecturer and author who trained for 29 years in law enforcement; for 20 of those years, he was leader, then commander, of a hostage negotiations team. Ego, Authority, Failure uses the fundamentals of hostage negotiations leadership (HNL) to teach readers practical strategies for increasing their leadership potential and negotiating uncomfortable situations. Gaunt uses real-life stories of successes and failures in leadership and negotiations which are both compelling and pragmatic to readers’ own lives. The book is a must-read for anyone who has felt that they could improve on their own tactical empathy, emotional intelligence, and negotiation skills. Learn more about Gaunt and his team at the Black Swan Group website. Learn more about your ad choices. Visit megaphone.fm/adchoices

On this episode, Dr. Lee Pierce (she/they)--Asst. Prof. of Rhetoric in the Department of Communication at the State University of New York at Geneseo—is joined by co-host and recent Geneseo Graduate Haley Wigsten to interview Derek Gaunt (he/his)expert trainer and coach at the Black Swan Group--on his thrilling new book Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader (New Degree Press, 2019). Gaunt is a lecturer and author who trained for 29 years in law enforcement; for 20 of those years, he was leader, then commander, of a hostage negotiations team. Ego, Authority, Failure uses the fundamentals of hostage negotiations leadership (HNL) to teach readers practical strategies for increasing their leadership potential and negotiating uncomfortable situations. Gaunt uses real-life stories of successes and failures in leadership and negotiations which are both compelling and pragmatic to readers’ own lives. The book is a must-read for anyone who has felt that they could improve on their own tactical empathy, emotional intelligence, and negotiation skills. Learn more about Gaunt and his team at the Black Swan Group website. Learn more about your ad choices. Visit megaphone.fm/adchoices

Negotiations are part of scaling a business. Today, negotiations specialist Derek Gaunt discusses how leaders can win their team to the desired result. He also shares ways to ask questions that empower teams to move. “Anytime that you’re engaged in a conversation and you are driving for a ‘Yes’ from the other side, you are… The post How to Negotiate a Buy-in for Change | Derek Gaunt 037 appeared first on Culture Eats Strategy.

Derek Gaunt is a 29-year law enforcement veteran, specializing in hostage negotiation. He is now a trainer and negotiations coach for the Black Swan Group. He shares his tips for difficult conversations in this podcast interview. Specifically, he teaches how to use labels, mirrors, and calibrated questions. Black Swan Group - blackswanltd.com/ @derekmgaunt Derek's book - amzn.to/2Y0Jnqz

Derek Gaunt is an accomplished trainer and negotiations coach for the Black Swan Group. He has over 17 years of experience in providing negotiations and leadership training to corporate, government and law enforcement personnel.A 29 year law enforcement veteran, the majority of Derek's career was spent as a member and leader of hostage negotiations teams. During his time with these teams, he became one of the most respected hostage negotiations leaders in the Washington DC, metropolitan area. Derek has conducted leadership training around the world, teaching leaders how to apply hostage negotiations practices and principles to their world. Derek is also the author of "Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader" Derek's LinksWeb: https://blackswanltd.com/our-team/derek-gaunt/LinkedIn: https://www.linkedin.com/in/derek-gaunt-2943a824/Twitter: https://twitter.com/DerekGaunt And don’t forget to support the podcast by subscribing for free, reviewing, and sharing. Web: https://unstructuredpod.com/ Twitter: https://twitter.com/unstructuredp Facebook: https://facebook.com/unstructuredp  Instagram: https://instagram.com/unstructuredp Join the Facebook group:  fb.com/groups/unstructured

Dana Lawhorne, Sheriff of the City of Alexandria, VA, on the 1998 Woodrow Wilson Bridge jumper negotiations ~ "We went out there. Derek Gaunt’s talking to the guy. As a team leader my responsibility is to watch him and sort of manage what’s going on. Anyway, we’d been out there about six hours, sun went down. We got a little cold, but it was a threat that he’d had a gun. That’s why we backed off." Dana Lawhorne, Sheriff of the City of Alexandria, VA and host Andy Ockershausen in-studio interview Andy Ockershausen: This is Andy Ockershausen. This is Our Town. I'm delighted, I say that all the time Dana, but I really mean it in your case because you approached me and we were at a Heroes meeting and you brought up WMAL and the fact that you grew up with it, and that impressed me more than your badge and more than your stars because you are part of Our Town. I'm so delighted to have you with us. Dana Lawhorne: Thank you for having me. What an honor and a privilege. My life is complete. Andy Ockershausen: As a listener and a purveyor of the scene you knew what WMAL was about and I was impressed that you can remember those people and those names. Alexandria, VA Born and Bred Dana Lawhorne: Yes, I grew up in Alexandria, been there my whole life. The house I live in now I look out the back door and see the house that I grew up in. Every household ... I'm 60 so you're going back to the early '60s, every household was on AM630. That's how I just kind of thought that that's what everybody listened to. Growing Up with WMAL AM630 Dana Lawhorne: I'd always wake up in the morning to Harden and Weaver, so when you first wake up you're kind of in a daze and I'm like, "There's them guys again." I said that. My mom must've rented my room to somebody. I thought they lived in the house actually. I just thought they were part of the family. I grew up on AM630 and all the greats, the personality radio back in the day. The radio was based on personalities. Andy Ockershausen: Your family named you Dana. To me, when I grew up Dana was a girl's name, but I love it. Dana Andrew was my first experience of an actor. Remember him? Dana Lawhorne: Oh yeah. Andy Ockershausen: Great actor. What's In a Name, Literally! Dana Lawhorne: I can tell you two things about that real quick. I suspect that's where they got the name. I was born in 1957 and that was his heyday. I mean he was big. Andy Ockershausen: Oh boy. Dana Lawhorne: I'm a big Dana Andrews fan. That's the story I like to tell. Growing up there were no male Danas. They were all girl Danas. Dana Lawhorne: It was tough. It was tough. Andy Ockershausen: I'll bet it was. Dana Lawhorne: Let me tell you, and it's still tough at age 60. Andy Ockershausen: It's tough in Alexandria too. Lawhorne Finds the Humor in His Name Dana Lawhorne: Look, they still think I'm a girl. I go to the doctor and I'm the only one sitting in the waiting room. They walk out and they go, "Dana Lawhorne," they like looking all round they go, they turn around and they go to the back. I'm like knocking on the door, "I'm Dana Lawhorne." They're like, "Oops." They do. They go, "Oops, sorry." I'm like, "I'm used to it. Don't worry about it." Andy Ockershausen: I knew it. It had to be. Dana Lawhorne: All the coupons I get from CVS, the rewards, they're all for ... Andy Ockershausen: Dana, you impress me so much in our conversation. You really knew about Our Town. You know about growing up here. You knew how important WMAL was to everybody, not just to Alexandria. You grew up as a cop in Alexandria, so you had a dose of what we were and what we were doing. You're such a great friend of WMAL. We appreciate you. AM630 WMAL Good Memories of Days Gone By Larry Krebs Dana Lawhorne: Somebody told me about your podcast show and I longed for the days of true radio talk, if you ask me, where the talk radio was based on personalities. You were just part of our home.