Negotiation Tactic: Paint a Vision of the Future You’re Both Better Off In

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A powerful negotiation tactic is to paint a vision of the future that both parties would benefit from. By focusing on a future where both parties are in a phenomenal place together, it allows for a more positive and cooperative mindset. This tactic can be used in various situations, whether it's a conversation with a lawyer, a teaching scenario, or even a hostage negotiation. People are more likely to make decisions based on their vision of the future, so it's essential to understand what the other person wants and remove yourself as a threat. By collaborating and offering help, while also emphasizing integrity, trust and a positive future can be established, even if there are currently opposing sides in the negotiation.

Chris Voss is a former FBI hostage and crisis negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It. Please support this podcast by checking out our sponsors:
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OUTLINE:
Here’s the timestamps for the episode. On some podcast players you should be able to click the timestamp to jump to that time.
(00:00) – Introduction
(06:31) – Negotiation
(12:21) – Reason vs Emotion
(27:17) – How to listen
(36:06) – Negotiation with terrorists
(38:14) – Brittney Griner
(39:53) – Putin and Zelenskyy
(47:13) – Donald Trump
(54:23) – When to walk away
(58:37) – Israel and Palestine
(1:06:16) – Al-Qaeda
(1:11:46) – Three voices of negotiation
(1:20:11) – Strategic umbrage
(1:23:18) – Mirroring
(1:26:29) – Labeling
(1:33:55) – Exhaustion
(1:36:09) – The word “fair”
(1:39:06) – Closing the deal
(1:41:03) – Manipulation and lying
(1:42:58) – Conversation vs Negotiation
(1:54:17) – The 7-38-55 Rule
(1:58:16) – Chatbots
(2:07:39) – War
(2:09:10) – Advice for young people