Former FBI hostage negotiator Chris Voss shares strategies for negotiating salaries, dealing with car dealerships, and never losing a deal. He emphasizes tactical empathy, the power of 'how' questions, and the importance of continuous learning in successful negotiations.
Utilize 'How' questions to influence negotiation outcomes positively and show empathy.
Embrace deferential strategies in negotiations to garner respect and cooperation effectively.
Create win-win scenarios by actively involving both parties and maintaining sincerity and integrity.
Deep dives
The Importance of Mastering Negotiation Skills
Mastering the art of negotiation is crucial in ensuring that you are compensated fairly for your work, whether through negotiating a raise or seeking higher-paying job opportunities. Negotiation expert Chris Voss, with his extensive FBI crisis negotiation experience, shares insights on implementing FBI negotiation tactics in various life situations, emphasizing the significance of leveraging negotiation skills professionally and personally.
Learning from Real-Life and High-Stress Scenarios
Chris Voss reflects on his early experiences, highlighting the value of gaining competence in negotiation processes and understanding the distinction between guarantees of success and best chances of success. He shares insights from challenging kidnapping negotiation cases, underscoring the importance of continuous improvement in negotiation strategies and the impact of effective decision-making under high-pressure circumstances.
The Strategic Use of 'How' Questions in Negotiations
Focusing on the strategic use of 'How' questions, Chris Voss draws lessons from a scenario involving a Pittsburgh drug dealer to demonstrate the power of deferential questions in influencing outcomes. By posing 'How' questions that show empathy and benefit a collective agenda, individuals can navigate negotiations successfully, whether in securing a raise at work or dealing with complex real-life scenarios.
The Power of Being Deferential in Negotiations
Successful negotiators are not afraid to be deferential. Women in today's world can embrace femininity and still succeed without imitating male behavior. Being deferential is a powerful yet subtle strategy that garners respect and cooperation, unlike aggressive approaches that may yield short-term success but lead to long-term fallout.
Effective Negotiation Tactics and Emotional Investment
In negotiations, creating a win-win situation involves taking time, showing respect, and allowing both parties to participate actively. Encouraging the other party to share their ideas not only enhances the negotiation process but also emotionally invests them in the outcome. Maintaining sincerity, integrity, and a reasonable demeanor fosters trust and positive outcomes in negotiations.
#73: Chris Voss, former FBI lead hostage negotiator, known for his negotiation philosophy on tactical empathy, teaches us how to negotiate our way through any situation. You’ll learn:
The ultimate question to ask in negotiations
Strategies for negotiating your salary effectively
Expert tips for dealing with car dealerships
Chris’s best techniques to never lose a deal
This episode originally aired on Nov. 22, 2022, but I’m relaunching it as I don’t want anyone to miss out on these valuable negotiation techniques!
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