Chris Voss, former lead international kidnapping negotiator for the FBI and CEO of the Black Swan Group, shares his unique insights on negotiation and communication. He discusses the critical importance of emotional resonance, revealing that hearing 'that's right' can be a game changer. Voss emphasizes the benefits of aiming for 'no' instead of 'yes' to foster trust and collaboration. He also highlights practical strategies for initiating conversations that reduce anxiety, along with the transformative power of understanding your counterpart's perspective.
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Haitian Kidnapping
Chris Voss recounts a story where a 12-year-old boy was kidnapped in Haiti.
By understanding the kidnappers' social dynamics, Voss secured the boy's release by Saturday morning.
volunteer_activism ADVICE
Show, Don't Tell (Understanding)
Show the other side that you understand their situation to build rapport.
Laying out the context directly is faster than listing credentials.
volunteer_activism ADVICE
Affirm to Disarm
To negotiate a lower price, affirm the item's value.
Then state you can't pay the asking price; this disarms the seller.
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Dans "Start With No", Jim Camp partage ses stratégies de négociation éprouvées, basées sur des années d'expérience dans le domaine des ventes. Il explique comment transformer un "non" initial en un accord favorable en utilisant des techniques de communication et de persuasion efficaces. L'ouvrage met l'accent sur l'importance de la préparation, de l'écoute active et de la compréhension des besoins de l'autre partie. Il propose des méthodes pour gérer les objections, construire des relations solides et obtenir des résultats positifs. Le livre est une ressource précieuse pour les professionnels souhaitant améliorer leurs compétences en négociation et en vente.
The culture code
Daniel Coyle
In 'The Culture Code', Daniel Coyle delves into the secrets of highly successful groups by examining some of the world’s most effective organizations, such as the U.S. Navy’s SEAL Team Six, Pixar, and the San Antonio Spurs. Coyle identifies three universal skills that generate cohesion and cooperation: building safety through belonging cues, sharing vulnerability to foster trust, and establishing purpose through clear narratives. The book combines leading-edge science, real-world examples, and practical strategies to help leaders and teams create an environment where innovation thrives, problems are solved, and expectations are exceeded.
The obstacle is the way
Ryan Holiday
In 'The Obstacle Is the Way', Ryan Holiday presents a framework for turning obstacles into successes. Drawing from the philosophy of Stoicism and the writings of Marcus Aurelius, Holiday outlines three disciplines: perception, action, and will. He illustrates these principles with historical anecdotes from figures such as John D. Rockefeller, Amelia Earhart, Ulysses S. Grant, and Steve Jobs. The book emphasizes the importance of perception in shaping one's response to obstacles, the need for intentional and creative action, and the cultivation of will to persist through challenges. Holiday argues that by adopting these Stoic principles, individuals can transform their obstacles into opportunities for growth and success.
Never Split the Difference
Negotiating As If Your Life Depended On It
Tahl Raz
Chris Voss
VOSS/RAZ
This book, written by former FBI hostage negotiator Chris Voss and co-author Tahl Raz, provides a masterclass in influencing others through negotiation. It distills the Voss method, revealing skills such as establishing rapport, creating trust with tactical empathy, and transforming conflict into collaboration. The book is filled with real-life examples from Voss's career, illustrating how these techniques can be applied in both professional and personal life to achieve goals and defuse potential crises.
Chris Voss shares how FBI hostage negotiation approaches enable more effective, persuasive communication, in any field.
You’ll Learn:
1) The FBI 8 negotiation skills you can use at work
2) Why yes is the last thing you want to hear
3) The two words that immediately transform a negotiation
About Chris
Chris Voss is CEO of the Black Swan Group and author of the national best-seller “Never Split The Difference: Negotiating As If Your Life Depended On It,” which was named one of the seven best books on negotiation. A 24-year veteran of the FBI, Chris retired as the lead international kidnapping negotiator. Drawing on his experience in high-stakes negotiations, his company specializes in solving business communication problems using hostage negotiation solutions. Their negotiation methodology focuses on discovering the “Black Swans,” small pieces of information that have a huge effect on an outcome. Chris and his team have helped companies secure and close better deals, save money, and solve internal communication problems.
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