

The Science of Negotiation: Top FBI Negotiator Reveals How to Always Get What You Want - Chris Voss
7 snips Dec 10, 2024
Chris Voss, a former FBI hostage negotiator and author of "Never Split the Difference," dives into the art of effective negotiation. He reveals how saying 'no' can actually empower negotiators. Voss discusses overcoming fear in negotiations, sharing techniques for building curiosity and ambition. He draws parallels between football preparation and negotiation tactics, emphasizing the need for practice. The conversation highlights the importance of emotional understanding and adaptability in high-stakes negotiations, showcasing how empathy can transform confrontations into collaborations.
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Yes vs. That's Right
- "Yes" isn't true agreement; "that's right" is.
- Getting to "yes" only signifies aspiration, not actual commitment.
No-Oriented Question
- An FBI negotiator used a no-oriented question to prevent her dismissal from a team.
- Her boss, initially upset, relaxed after she asked, "Do you want the FBI to be embarrassed?"
Measure Everything
- Measure everything in sales to track effectiveness.
- One company saw close rates jump from 12% to 60% by switching from "yes" to "no" closes.