The Knowledge Project with Shane Parrish
#27 Chris Voss: The Art of Letting Other People Have Your Way
Jan 3, 2018
Chris Voss, a former FBI kidnapping negotiator and author of "Never Split the Difference," shares his expertise on negotiation techniques. He discusses the art of letting the other party speak first and the use of calibrated questions to uncover valuable insights. Voss reveals the psychological strategies behind effective negotiation, such as emotional intelligence and tactical empathy. He also warns against the dangers of compromise, advocating for optimal solutions instead. Personal anecdotes illustrate the importance of trust and active listening in negotiations.
01:25:19
Episode guests
AI Summary
Highlights
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- Deference can foster positive relationships and increase willingness to help in negotiations.
- Active listening with empathy leads to deeper rapport and more productive negotiations.
Deep dives
The Power of Deference
Deference can be a powerful tool in negotiations, regardless of the power dynamics. Showing deference to someone who is perceived as superior or even equal can foster positive relationships and increase their willingness to help. It can also create a sense of respect, appreciation, and gratitude. Deference can be a valuable skill to employ in various negotiation situations.
Remember Everything You Learn from Podcasts
Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.
