The Futur with Chris Do 248 - Mastering Negotiation — with Chris Voss
119 snips
Jul 5, 2023 
Chris Voss, a former FBI negotiator and bestselling author of "Never Split the Difference," shares his insights on mastering negotiation skills. He emphasizes the significance of emotional intelligence in both personal and professional life. Voss explains the importance of understanding whether you're negotiating with or against someone. He reveals the power of voice modulation and the tactical use of silence to read non-verbal cues. Voss also explores the complexities of family negotiations and how trust can enhance communication, offering practical techniques for navigating challenging conversations.
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Don't Covet "Yes"
- Don't overvalue "yes" in negotiations, as it's often not true agreement.
- Focus on achieving real commitment and implementation, not just micro-agreements.
The Illusion of "Yes" Momentum
- Many salespeople still chase "yes" momentum despite its ineffectiveness.
- This stems from an unhealthy addiction to yes and fear of rejection, even if it leads to ghosting.
Gauge Interest Effectively
- Instead of asking "Are we the vendor of choice?", which prompts dishonest answers, try a different approach.
- Ask "On a scale of 1-10, what's our chance?" to gauge their true interest.
