Nudge
FBI hostage negotiator shares his worst mistakes
May 6, 2024
Former FBI chief hostage negotiator Chris Voss shares worst mistakes in negotiations, emphasizing human psychology. Topics include pitfalls of anger, effectiveness of 'You Are Free to Refuse' tactic, impact of using first names, and navigating negotiation pitfalls with autonomy.
25:43
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Quick takeaways
- Preserve autonomy over anger in negotiations for better outcomes.
- Using a person's first name sparingly enhances connection and avoids discomfort during negotiations.
Deep dives
Negotiation Tactics: Avoiding Anger and Yes Pushing
Chris Voss, a former FBI negotiator, highlights that effective negotiations rely on preserving autonomy instead of resorting to anger or pushing for yes. Strategies like strategic unbridge fail in the long term, contrary to common belief that anger aids negotiations. Studies show that preserving the right to refuse, as seen in the You Are Free to Refuse study, doubles agreement rates, emphasizing the impact of soft approaches over forceful tactics.
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