Negotiation Cues: The Power of Authenticity and Generosity

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Chris Voss: How to Succeed at Hard Conversations

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CHAPTER

Negotiation Cues: The Power of Authenticity and Generosity

This chapter explores the intricacies of negotiation, focusing on the language cues that indicate sincerity or deception. By contrasting ineffective buzzwords with the power of genuine generosity, it underscores the significance of building trust through selfless interactions for successful business relationships.

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In this episode, my guest is Chris Voss, a former Federal Bureau of Investigation (FBI) agent who was the lead negotiator in many high-risk, high-consequence cases. Chris has taught negotiation courses at Harvard and Georgetown Universities and is the author of the book “Never Split the Difference.” We discuss how to navigate difficult conversations of all kinds, including in business, romance and romantic breakups, job firings and tense conversations with family and friends. Chris explains how to navigate online, in person and in written negotiations, the red flags to watch out for and how to read body and voice cues in face-to-face and phone conversations. He explains how to use empathy, certain key questions, proactive listening, emotional processing and more to ensure you reach the best possible outcome in any hard conversation. This episode ought to be of interest to anyone looking to improve their interpersonal abilities and communication skills and for those who want to be able to keep a level head in heated discussions.

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