Lead Like a Negotiator – Because You Already Are One
In this episode, Rob sits down with Jonathan B. Smith, Expert EOS Implementer® and negotiation strategist with The Black Swan Group, to explore how Tactical Empathy® can transform leadership, communication, and team health. Jonathan breaks down why self-awareness is a leader's greatest advantage, how every conversation is a negotiation, and why great systems (like EOS) reduce emotional fires so teams can focus on meaningful work.
About the Guest
Jonathan B. Smith has led more than 1,500 EOS® sessions with 150+ high-growth companies, helping leadership teams improve communication, execution, and results. He's also a negotiation strategist with The Black Swan Group, co-author of Fight Less, Win More, and a longtime collaborator of Chris Voss. Jonathan specializes in helping leaders communicate more effectively, navigate conflict with confidence, and remove themselves as the threat inside conversations that matter.
Episode Highlight
"People are dying to feel heard. If you can remove yourself as a threat and make your counterpart feel understood, 93% of the time you'll create a better outcome."
Actionable Insights
- Treat Every Conversation as a Negotiation: Any time a leader wants or needs something, they're negotiating. Tactical Empathy helps remove fear, create cooperation, and keep employees in a positive state—where they think 31% more clearly. (06:10)
- Systems Reduce Emotional Fires: EOS gives teams clarity and alignment, allowing leaders to spend less time putting out fires and more time having the conversations that move the business forward. (10:19)
- Human Skills Matter More in a Remote + AI World: AI can support thinking, but not connection. Tactical Empathy becomes even more essential as teams become more distributed. (12:46)
Ready to apply these insights to your own business?
Download the free workbook to get started.
More About Jonathan B. Smith
Check out Stay Curious JB
Your next read: Fight Less, Win More
Connect with Jonathan on LinkedIn.
Other Resources
Never Split the Difference by Chris Voss
Traction and What the Heck is EOS? by Gino Wickman
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Jonathan B. Smith
Jonathan B. Smith has led more than 1,500 EOS® sessions with 150+ high-growth companies, helping leadership teams improve communication, execution, and results. He’s also a negotiation strategist with The Black Swan Group, co-author of Fight Less, Win More, and a longtime collaborator of Chris Voss. Jonathan specializes in helping leaders communicate more effectively, navigate conflict with confidence, and remove themselves as the threat inside conversations that matter.
