How to Bend the Reality of the Other Party

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Click to Tweet: “Going too fast is one of the mistakes all negotiators are prone to making.” – Chris Voss

In this episode, we will uncover the essential strategies and key takeaways that Chris Voss as a negotiation expert outlines for achieving a great deal in high-stakes negotiations. Whether you're negotiating a business deal, navigating a personal conflict, or simply trying to get your way, the principles discussed in this episode will empower you to negotiate with confidence and skill.

Key Lessons from Chris Voss:

- Tactical Empathy: Voss emphasizes the importance of understanding human nature and the emotions that drive our decisions. By practicing tactical empathy, negotiators can connect with their counterparts on a deeper level, paving the best way for successful outcomes.

- The Black Swan Method: One of the standout concepts from Voss's work is the idea of identifying "black swans"—unexpected pieces of information that can dramatically change the dynamics of a negotiation.

- Accusation Audit: Voss introduces the concept of the accusation audit, a technique that allows negotiators to preemptively address potential objections or concerns from the other party. This strategy not only builds trust but also demonstrates a deep understanding of human behavior.

- Late-Night FM DJ Voice: Discover how the tone of voice can influence negotiations. Voss suggests adopting a calm, late-night FM DJ voice to create a sense of comfort and control during discussions, include positive emotions and helping to ease tensions and foster collaboration.

- The 7-38-55 Rule: As a master negotiator, Chris Voss emphasizes the importance of understanding the significance of verbal and non-verbal cues in complex negotiations. In an innovative way, he discusses how tone and body language can impact the outcome of your discussions, which is a great thing for anyone navigating the world of business.

Join us as we delve into the art of negotiation with Chris Voss's Never Split the Difference. With a focus on human beings and their inherent nature, this episode will equip you with the tools you need to navigate negotiations effectively. Whether you're a seasoned negotiator or just starting out, the key lessons shared here will have a lasting impact on your approach to achieving great deals.

If you liked this Never Split the Difference audiobook summary, you may also like:

• Crucial Conversations by Kelly Patterson
• Thinking Fast and Slow by Daniel Kahneman
• Getting to Yes by Roger Fisher
• Influence by Robert Cialdini
• Freakonomics by Steven D. Levitt and Stephen J. Dubner
• Difficult Conversations by Douglas Stone and Sheila Heen
• What It Takes by Stephen A. Schwarzman
• The 7 Habits of Highly Effective People by Stephen R. Covey
• Emotional Intelligence 2.0 by Travis Bradberry and Jean Greaves
• The Art of Seduction by Robert Greene

(00:00) Introduction and Overview of Never Split the Difference by Chris Voss

(01:58) About Chris Voss

(02:58) The New Rules of Negotiation

(04:20) Building an Efficient Negotiation Environment

(06:27) The Three Voices for Negotiation

(07:33) Mirroring

(08:46) Labeling

(11:53) The Power of "That's Right"

(12:46) Conclusion and Key Takeaways

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