Everything You [PROBABLY] Don't Know About Negotiation | Chris Voss
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- เผยแพร่เมื่อ 3 พ.ค. 2024
- Chris Voss will take you to school on the art of negotiation and teach you everything you probably don't know about it in this episode of Behind the Brand.
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This is by far one of the best interviews with Chris. I've seen lots of them and basically almost all are alike. Repetition of the same theme. Boy, he must have patience to say on and on these same stories. Here it's different, he looks more serious and engaged in conversation, even if a little tired. Good stuff!
Thank you! Great interview, that also brings a different set of questions and approach Chris Voss from a different angle than most of his interviews! Thank you so much! :)
This is a GREAT INTERVIEW! I appreciate how vulnerable you were!
You did a great job with your questions for Chris. Like you and I were in sync, had each of your questions in mind. Nicely done!
Great interview!
Loved this! I'm reading Never Split the Difference at the moment, and this video was a helpful addition.
Glad it was helpful! Lots more video in the library if you want to see what else is here.
Fell down a rabbit hole of your video. I gotta say, seeing the growth from just 2yrs ago is extremely inspiring. *Subscribed*
thank you!
This is insanely good.
I’ve been working in litigation law for ten years. I have no issue negotiating with clients on “price” because it’s a retainer fee and then if we go over, then we go over and we tell them the fees for each fees down to the cent. I can hourly bill for you.
Great interview, you both did amazing, so many great points - That was dope!
Much appreciated!
🎯 Key Takeaways for quick navigation:
00:39 🎬 *Introduction to Black Swan Documentary*
- Chris Voss discusses the Black Swan documentary, narrating his journey as an FBI hostage negotiator and author.
- The documentary covers Voss's transition from law enforcement to business negotiation.
- Voss aims to apply negotiation skills to improve relations between police and minority communities.
01:21 🤝 *Understanding Tactical Empathy*
- Tactical empathy emphasizes understanding and influencing others' emotions.
- Empathy is reframed as a skill rather than mere compassion.
- Employing tactical empathy involves leveraging neuroscience insights to navigate interactions effectively.
04:19 💡 *Leveraging Warning and Empathy*
- Giving warnings before delivering potentially negative information helps manage emotional reactions.
- Studies show that acknowledging negative emotions reduces their impact.
- Understanding and utilizing empathy effectively requires distinguishing between sympathy and compassion.
08:54 💼 *Shifting from Win-Lose to Collaborative Negotiation*
- Negotiation is viewed as collaborative problem-solving for mutual benefit.
- The focus is on trusted collaboration rather than a win-lose outcome.
- Adversaries are identified as problems, not individuals, fostering a constructive negotiation environment.
15:46 🧠 *Overcoming Internal Barriers in Negotiation*
- Overcoming internal barriers such as fear and self-doubt is crucial for effective negotiation.
- Distinguishing between instinctive fear (amygdala response) and intuition is essential.
- Negotiation success relies on leveraging personal strengths while supplementing with complementary skills like empathy and understanding human nature.
19:20 🔍 *Mirroring in Negotiation*
- Mirroring is a simple yet remarkably effective skill in negotiation.
- Mirroring involves repeating the exact words of the other person to encourage them to expand on their thoughts.
- Surgically nudging the other person for more information while making them feel heard is a key aspect of mirroring.
23:12 🤝 *Win-Win Negotiation Fallacy*
- Using "win-win" early in a negotiation may signal an attempt to get something for nothing.
- The term "win-win" has been exploited by cutthroat negotiators to disarm the other party.
- Claim value negotiators often dominate over create value negotiators in head-to-head negotiations.
26:24 🕰️ *Strategies for Gaining Control*
- Giving the other party the illusion of control can be advantageous in negotiation.
- Utilizing "what" and "how" questions can prompt the other party to disclose important information.
- Learning to exhaust the other side through passive-aggressive tactics can shift the balance of power in negotiation.
38:50 🔍 *Importance of labels in negotiation*
- Labels are more effective than questions in shaping someone's thinking during negotiation.
- Questions may not always elicit the desired information, while labels encourage the other party to elaborate.
- Using labels allows for better information gathering and understanding of the other party's perspective.
43:14 🤝 *Handling negotiations when neither party wants to go first*
- Avoid being the first to reveal your position or budget in negotiations.
- Focus on discussing the factors surrounding the price rather than the price itself.
- Emphasize the value and benefits of the deal beyond the monetary aspect.
46:26 💰 *The significance of delivering value in negotiation*
- Prioritize delivering value over negotiating the price.
- Highlight the comprehensive package and benefits rather than compromising on the price.
- Ensure that both parties understand the value proposition to establish a mutually beneficial deal.
49:52 🚫 *Saying no effectively in negotiation*
- Say no clearly but diplomatically, preserving the relationship and leaving room for future discussions.
- Avoid abrupt refusals or negative reactions when declining an offer.
- Provide a clear explanation for declining and offer a collaborative approach to problem-solving.
54:55 🕒 *Recognizing when to end negotiations*
- Assess the progress of negotiations and whether meaningful progress is being made.
- Look out for signs of disorganization, lack of importance, or involvement of non-decision-makers.
- Consider the involvement of legal counsel and potential deal-breakers in the negotiation process.
57:42 📜 *Negotiating with a Team*
- Coordinating with your team during negotiations can diminish deal killers.
- Preventive maintenance involves checking with internal counsel before finalizing deals.
- Engaging a team behind you strengthens negotiation positions.
58:50 🛡️ *Handling Criticism*
- Ignore all criticism and avoid taking advice from those you wouldn't trade places with.
- Criticism from those not doing better than you holds low credibility.
- Being self-critical is common, but focus on solutions rather than dwelling on criticism.
01:01:32 🔍 *Recognizing Persecutors in Negotiation*
- Critics or persecutors in negotiations often play roles to knock you off balance.
- Subtle manipulation tactics like passive aggression can be used to exploit you.
- Awareness of manipulation tactics helps in identifying and dealing with persecutors effectively.
01:04:21 💼 *Evaluating Relationships in Negotiations*
- Identify cutthroat counterparts early to manage expectations and minimize risks.
- Understand that not all negotiations lead to long-term relationships.
- Firing clients or ending relationships can accelerate business success by shedding baggage.
01:08:36 🤔 *Understanding Human Nature in Negotiation*
- Basic human nature is universal, making negotiation skills applicable across cultures.
- Emotional responses are similar across individuals, transcending cultural differences.
- Focusing on understanding others fosters rapport and enhances negotiation effectiveness.
01:13:21 💰 *Dealing with Price-Oriented Negotiators*
- Price-oriented negotiators often have a low closing rate and may only seek to drive down prices.
- Use labeling techniques to gauge the sincerity of price-focused negotiators.
Collect data *to differentiate genuine buyers from those merely price shopping.*
01:16:49 📊 *Recognizing Genuine Deals*
- Proof of Life concept in negotiations determines the sincerity of deals.
- RFPs (Request for Proposals) can often lead to wasted effort if not approached carefully.
- Collaborating on RFP descriptions increases the likelihood of success.
01:18:28 🎯 *Lasting Impressions in Communication*
- Last impressions are as crucial as first impressions and often linger longer.
- Structuring emails to end on a positive note enhances their impact.
- The last 15 minutes of an experience can heavily influence overall perception.
01:20:50 📰 *Value of Actionable Information*
- Free resources hold value when they provide actionable and concise advice.
- Accessible newsletters offer valuable insights and training announcements.
- Convenience and quality make free resources valuable to users.
Made with HARPA AI
Chris Voss is the GOAT 🐐
Epic distinctions between empathy vs sympathy
19:20 So... Solid Snake wasn't being dumb when he asked things, he was just taking hidden information.
Showing up to a negotiation meeting with Chris Voss, the only option is to ask for an autograph and then let the other person do the negotiating.
You’ll sleep better and enjoy the learning experience.😂
Dropped a like for not being presumptuous! (You were right tho!)
A1
OMG he’s sandbagging you! You follow up!
Wow, put more ads in this video, will ya?
Are you against him monetising for the hard work he done?
@@dyltrade2055not at all. Me being against excessive amount of ads does not mean I am against monetization in any way, shape or form. Heck, I even bought a copy of Chris Voss' "Never Split The Difference" after seeing this.
@@andrewcanellanow thats.. the negotiation spirit lol.
You have to pay TH-cam monthly to have no advertising/ commercials.
You pay for them to stop annoying you!
Clever huh?
@@antoinettevazquez1721 That's partially true. Content creators can also opt out of showing ads to their viewers.
This man lost me at the fact that he has no idea what happens “after!” someone is in custody. He has no real idea of sales as he’s never been in sales.
This is a policeman that has done interrogations. Good for him. Glad he’s calm.
Work your deals like a law firm
It seems like nobody knows where to find the movie?
It isn’t out yet
@@christroy5216 sounds like there is a planned release date...
Omg this is upsetting me. You poor soul. I watched this and you need someone to manage everything for you. You need someone to be client based and WOW that client. Bring them in. You are the end. That’s it.
I’m with the lawyers! I’m the law clerk and lawyers will NEVER KILL IT!!!
Elon wants to go to Mars to escape the regulations.
Maybe he knows something we don't know...
And any and all sales training is this. You are clearly so much smarter than this
This guy had Chris on for personal consulting ha.. talking so much about himself. Definitely doesn't get it..
😂😂😂
Looks like you got the lesson!
If you actually need any remote assistance, please let me know because this guy was just awful to you. You are so much better than him!
This is truly great interview. I watched many with Chris and this one was easy to digest and soooo many great insights in comparison. Thank you so much Bryan 🤍