--- title: "Find the Black Swan" description: "Face time, unguarded moments, the counterpart's religion and the 'crazy' check." canonical: https://tomsharman.com/bookshelf/never-split-the-difference/find-the-black-swan/ updated: 2026-11-03 --- # Find the Black Swan > Face time, unguarded moments, the counterpart's religion and the 'crazy' check. Chris Voss's framework, from Never Split the Difference, pp. 175 to 200. Framework 8 of 9 from [Never Split the Difference](https://tomsharman.com/bookshelf/never-split-the-difference/index.md) by Chris Voss. Category: Life and thinking. ## The steps 1. **Face time.** Meet in person. 2. **Unguarded moments.** Start, end, interruptions. 3. **Religion.** Their worldview. 4. **Crazy check.** Bad information, constraints, other interests. ## Where it comes from From chapter: CHAPTER 10 | FIND THE BLACK SWAN, pp. 175–200 Opening on the 1981 Rochester bank siege where William Griffin killed a hostage on deadline, Voss introduces the Black Swan, a piece of unknown unknown information that changes a negotiation. He argues every side has at least three. Black Swans multiply leverage, which comes in three kinds, positive, negative and normative, and he shows how learning the counterpart's 'religion' settled the Dwight Watson tractor standoff in Washington. When a counterpart looks crazy, they are usually ill-informed, constrained or pursuing other interests. The chapter closes with how to find Black Swans, through face time and unguarded moments, and with the argument that fear of conflict is the real enemy. ## The animation 24 seconds, 4:5, no sound. - MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/find-the-black-swan.mp4 - MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/find-the-black-swan-dark.mp4 - Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/find-the-black-swan.png - Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/never-split-the-difference/find-the-black-swan-dark.png