Fight Less, Win More: Negotiation Strategies for Business Leaders With Jonathan Smith

Jonathan Smith is a negotiation expert and trainer with the Black Swan Group, an Expert EOS Implementer, and the author of the bestselling book Fight Less, Win More. Trained in tactical empathy by former FBI hostage negotiator Chris Voss, Jonathan helps business leaders navigate high-stakes conversations with clarity, confidence, and connection. Through his work in negotiation training and business implementation, he teaches entrepreneurs and leadership teams how to overcome resistance, improve communication, gain employee buy-in, and create stronger working relationships. His approach emphasizes practical negotiation skills that help people feel heard while achieving better outcomes in business and everyday life.

Here’s a glimpse of what you’ll learn: 

• [01:45] Jonathan Smith explains the Black Swan Group and how tactical empathy helps people negotiate more effectively.
• [03:17] Why everyday leadership conversations are negotiations, even when business owners don't recognize them as such.
• [04:55] How to use labeling and calibrated questions to overcome resistance to documenting business processes.
• [07:18] Why employee buy-in and ownership are essential for getting documented processes followed consistently.
• [09:22] How an accusations audit can reduce resistance and encourage employees to participate in process improvements.
• [12:15] Why leading with value helps entrepreneurs build stronger relationships and create business opportunities.
• [14:51] How Fight Less, Win More teaches practical negotiation skills through low-stakes exercises that build confidence.

In this episode:

How do you get employees, clients, and leadership teams to embrace change when they seem resistant to doing things differently? Whether you're asking someone to document a business process, commit to a quarterly goal, or adopt a new procedure, getting people on board can be one of the biggest challenges of running a business. But what if the key to overcoming resistance isn't convincing people to agree with you, but helping them feel heard?

Effective negotiation isn't limited to sales conversations or high-stakes business deals. According to Jonathan Smith, negotiation happens anytime someone wants or needs something from another person. By using tactical empathy, calibrated questions, and active listening, business leaders can uncover the real reasons behind resistance and create more productive conversations. Jonathan emphasizes that successful process implementation requires more than documenting procedures. Employees need to feel involved, understand the value of the process, and have opportunities to contribute to its improvement.

In this episode of Systems Simplified, Adi Klevit is joined by Jonathan Smith, negotiation expert, Black Swan Group trainer, and author of Fight Less, Win More, to discuss how negotiation techniques can improve leadership communication and business process implementation. Adi presents practical scenarios from her work helping businesses document and implement processes, while Jonathan demonstrates how to use labeling, calibrated questions, dynamic silence, and accusation audits to overcome objections and build employee buy-in. They also explore why leading with value strengthens business relationships, how to encourage teams to follow documented procedures, and why practicing negotiation skills in everyday situations builds confidence for more challenging conversations.

Resources mentioned in this episode:

• Adi Klevit on LinkedIn
• Business Success Consulting Group 
• Jonathan B. Smith on LinkedIn
• JBS Stay Curious Website

Quotable Moments:

• "Our concept is really about making sure the other person feels heard."
• "Vision drives decision."
• "Your employees actually have to be bought in to follow you. Otherwise, it's going to fail."
• "I walk through my life trying to lead with value."
• "Low-stakes practice leads to high-stakes confidence."

Action Steps:

1. Use tactical empathy to understand resistance. Before trying to convince someone to accept a new process or responsibility, acknowledge what they may be experiencing. Use phrases such as "It seems like documenting this process isn't a priority right now" to encourage an open conversation about their concerns.
2. Ask calibrated questions to encourage collaboration. Replace direct demands with open-ended questions beginning with "how" or "what." For example, ask, "What has to happen for you to prioritize documenting this process?" to help employees identify solutions and take ownership of their commitments.
3. Involve employees in process implementation. Give the people responsible for following a procedure an opportunity to evaluate and improve it. Ask what parts of the process are broken or what obstacles might prevent them from using it consistently, then incorporate their feedback into ongoing improvements.
4. Address objections before introducing change. Use an accusations audit to acknowledge potential concerns before presenting a new initiative. Recognizing that employees may feel skeptical about consultants, new procedures, or unfamiliar expectations can help reduce resistance and establish trust.
5. Practice negotiation skills in everyday conversations. Build confidence by using tactical empathy, labeling, and calibrated questions in low-stakes situations before applying them to more difficult business discussions. Stay curious, listen carefully, and focus on understanding the other person's perspective rather than immediately pushing for agreement.

Sponsor for this episode:

This episode is brought to you by Business Success Consulting Group.

At Business Success Consulting Group, we create custom processes and tailor-made management systems so businesses can thrive.

Businesses simply can’t survive without workable systems and well-documented processes. That’s why our team of experienced professionals takes care of it for you.

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