The Kevin Rose Show Chris Voss (Ex-FBI), Never Split the Difference, Master Negotiation (#27)
8 snips
Jul 8, 2019 
Chris Voss, a former FBI hostage negotiator and co-author of 'Never Split the Difference,' shares fascinating insights on negotiation tactics. He discusses the essential role of emotional intelligence in negotiations and introduces techniques like mirroring and tactical empathy. Voss challenges the notion that compromise is always beneficial, emphasizing the importance of uncovering hidden influences. He also provides strategies for everyday negotiations, from buying a car to negotiating salaries, highlighting the significance of trust and effective communication.
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Building Rapport
- Build rapport by actively listening to the other party.
- Make verbal observations like "It sounds like this is important to you" to show engagement.
Labeling Emotions
- Use phrases like "It seems like," "It sounds like," or "It looks like" to label emotions.
- Avoid using "I" statements, as they can make your communication self-centered.
Mirroring
- Use mirroring by repeating the last one to three words someone says.
- It encourages them to elaborate and share more information.
