The Jefferson Fisher Podcast Chris Voss: FBI-Backed Tactics for Better Communication
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Mar 11, 2025 
Chris Voss, a former FBI hostage negotiator and CEO of The Black Swan Group, shares his expertise in negotiation and communication. He emphasizes the power of tactical empathy to overcome psychological barriers in discussions. Listeners learn how asking for 'no' can create a safer conversation environment. Voss also introduces the 'accusation audit' technique, which uses negative phrasing to foster engagement. He addresses navigating passive-aggressive interactions with strategic communication approaches, providing practical tips for enhancing personal and professional dialogues.
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The Power of "No"
- Flip questions to get a "no" instead of a "yes".
- This makes people feel safe and more open to dialogue, as saying "no" can be a Pavlovian response to feeling trapped.
Flipping the Question
- A saleswoman used "Are you against implementing this program?" instead of a "yes"-oriented approach.
- The client immediately responded "no" and was ready to move forward, proving the effectiveness of "no"-oriented questions.
Negative Framing
- Start questions with negative phrasing like "Is now a bad time to talk?" instead of "Is now a good time?".
- This encourages a "no" response, making people feel more comfortable and less guarded.
