Published on Jul 22, 2016
If you’ve seen any action movie in the last 20 years, you’re familiar with the negotiation scene where the FBI is called in to talk down a terrorist in order to rescue some hostages.
Today we’re talking to Chris Voss, author of the book Never Split the Difference, FBI negotiation strategy expert, and he’s that guy. In this video we cover 3 tips that you can use to negotiate more effectively and to improve your negotiating skills.
1:36 never go for a ‘win-win’
2:32 get them to ‘no’
4:01 the goai is to hear ‘that’s right’
Chris’ Book: http://amzn.to/29Rkpkf
Chris Voss, a former FBI hostage negotiator, is renowned for his expertise in negotiation strategies. He has shared valuable insights on how to improve negotiation skills. Here are some key takeaways from his approach:
1. The Power of Listening:
- Voss emphasizes the importance of active listening. To build rapport and gain insights, listen carefully to the other party. Pay attention to their words, tone, and emotions. This helps you understand their perspective and uncover hidden information.
2. Use Tactical Empathy:
- Tactical empathy involves understanding the emotions and needs of the other party. Show empathy by acknowledging their feelings and demonstrating that you genuinely care about their concerns. This can open the door to more constructive negotiations.
3. Ask Open-Ended Questions:
- Encourage the other party to share their thoughts and concerns by asking open-ended questions. These questions cannot be answered with a simple “yes” or “no” and encourage the speaker to provide more information.
4. Create a “No” Path:
- According to Voss, it’s essential to allow the other party to say “no.” This gives them a sense of control and can make them more receptive to the negotiation. When they feel comfortable saying “no,” they’re more likely to say “yes” when it matters.
5. Labeling Emotions:
- Labeling involves verbalizing the emotions you sense the other party is feeling. For example, you might say, “It seems like you’re frustrated because of the delay.” Labeling helps validate their emotions and can lead to better communication.
6. Mirroring:
- Mirroring is a technique where you repeat the last few words the other party said. This encourages them to continue speaking and share more information. It also helps establish rapport.
7. The “Accusation Audit”:
- Address potential objections or concerns before the other party can bring them up. This proactive approach allows you to control the narrative and can reduce resistance.
8. Use Silence Strategically:
- Silence can be a powerful tool in negotiation. After asking a question or making a statement, give the other party time to respond. People often feel compelled to fill silences, which can lead to valuable information being shared.
9. Negotiate with “How” Questions:
- When seeking concessions or solutions, use “how” questions. For example, “How can we make this work for both of us?” This invites collaboration and problem-solving.
10. Be Calm and Professional:
- Maintain a calm and professional demeanor throughout the negotiation. Emotional reactions can hinder progress and damage relationships.
Chris Voss’s negotiation strategies emphasize the importance of empathy, active listening, and effective communication. By incorporating these techniques into your negotiation toolkit, you can improve your negotiation skills and achieve more successful outcomes in various professional and personal scenarios.
