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Closers Are Losers with Jeremy Miner
The Science of Negotiation: Top FBI Negotiator Reveals How to Always Get What You Want - Chris Voss
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.
50:47
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Quick takeaways
- Negotiation success hinges on tactical empathy, enabling negotiators to understand emotions and influence outcomes effectively during conversations.
- Reframing 'no' as a beneficial response empowers prospects, creating an atmosphere of control that fosters genuine dialogue and productive negotiations.
Deep dives
The Art of Negotiation
Chris Voss emphasizes that effective negotiation is rooted in understanding human emotions and psychological triggers. Drawing from his experience as an FBI hostage negotiator, he highlights the importance of tactical empathy, which involves seeing the situation from the other person's perspective. This technique helps build rapport and allows negotiators to influence outcomes without resorting to pressure tactics. Voss illustrates this through examples of his teaching methods, where students apply negotiation techniques in real-life scenarios, establishing a clear connection between theory and practice.
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