How do you get someone to reveal what they really think, without forcing them to say it?Most people think negotiation is about speaking better, arguing harder or having the perfect counteroffer. Chris Voss believes the real skill is getting the other person to talk, and knowing exactly what to listen for.In this episode of The Indian Business Podcast, Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, breaks down the negotiation techniques he used with hostage takers, bank robbers and terrorists, and explains why the same skills can help you negotiate a salary, close a deal, handle conflict and even deal with people at home. His book has sold more than 5 million copies worldwide.In this episode, you'll learn:1. The 2 negotiation skills Chris Voss says everything revolves around: mirroring and labeling, and how repeating just a few words can make people reveal information they never intended to share.2. How mirroring helped expose a third bank robber during a Chase Manhattan Bank hostage situation3. How “what” questions uncover problems while “how” questions force the other side to think about implementation.4. How labeling emotions can reduce conflict instead of escalating it5. The negotiation trick that works when someone is ghosting you: 6. Why you should stop trying to make people say YES7. How Chris Voss spots different types of liars, and accommodating personalities tend to behave under pressure.8. Why silence after a label can completely change a negotiationIf you've ever wondered how FBI hostage negotiators get people to cooperate, reveal information and change their position without force, this conversation shows how those same principles can transform the way you negotiate at work, in business and in everyday life.
