Uploaded September 2026 | Updated September 2026, 1 hour ago
Mirroring is the practice of repeating the last one to three words someone said, with an upward inflection, to get them to keep talking and reveal more. Most negotiators default to labeling; far fewer build their approach around mirrors.
In this Black Swan Network episode, Chris Voss sits down with Raymond Mieszaniec, co-founder of EvenUp — an AI platform serving 2,000+ personal injury law firms — and 2026 Black Swan Global Negotiator awardee. Ray explains why mirrors, not labels, are his primary tool, and how "precision listening" scales across an entire company rather than just a sales team.
==================================================================
==================================================================
Chris Voss is a former FBI lead international kidnapping negotiator, bestselling author of "Never Split the Difference", and founder and CEO of The Black Swan Group, a negotiation training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations.
Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®.
"Never Split the Difference" has introduced millions of readers around the world to Chris’s negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences.
The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers.
Learn from Chris Voss and The Black Swan Group:
Negotiation training and resources: blackswanltd.com/?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
In-person and live training: blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
Online negotiation training: blackswanltd.com/online-negotiation-classes?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
Mirroring is the practice of repeating the last one to three words someone said, with an upward inflection, to get them to keep talking and reveal more. Most negotiators default to labeling; far fewer build their approach around mirrors.
In this Black Swan Network episode, Chris Voss sits down with Raymond Mieszaniec, co-founder of EvenUp — an AI platform serving 2,000+ personal injury law firms — and 2026 Black Swan Global Negotiator awardee. Ray explains why mirrors, not labels, are his primary tool, and how "precision listening" scales across an entire company rather than just a sales team.
==================================================================
==================================================================
Chris Voss is a former FBI lead international kidnapping negotiator, bestselling author of "Never Split the Difference", and founder and CEO of The Black Swan Group, a negotiation training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations.
Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®.
"Never Split the Difference" has introduced millions of readers around the world to Chris’s negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences.
The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers.
Learn from Chris Voss and The Black Swan Group:
Negotiation training and resources: blackswanltd.com/?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
In-person and live training: blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
Online negotiation training: blackswanltd.com/online-negotiation-classes?utm_source=youtube&utm_medium=social&utm_campaign=negotiationmastery
