The Jordan Harbinger Show 165: Chris Voss | Negotiate as If Your Life Depended on It
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Feb 26, 2019 
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Three Archetypes Shape Negotiations
- People tend to fall into one of three negotiation archetypes: fight, flight, or make friends.
- Each style brings necessary strengths and mismatches cause most impasses, so adapt rather than assume.
Begin By Listening And Calibrating
- Start every negotiation by actively listening and using calibrated questions to pull information out.
- If conversation stalls, assume you misinterpreted something and ask a clarifying question.
Leverage Is Perception, Not Just Power
- You always have leverage; leverage depends on who values what, not just raw power.
- Even in kidnappings the captor needs the hostage's value to be meaningful to a buyer.