@@estebanvicencio893 significa, no te pongas mamón con alguien que puede dañarte sin hacer nada. Como un mesero que puede hacer que tú orden tarde años, como un jefe/compañero que puede no considerarte para un ascenso o un proyecto que te interese etc.
This is bad ass advice for when you are deep in the pocket, back against the wall and sweating bullets. I am going to memorize this for my most important negotiations. My son is 5.
No offense to Chris Voss, I'm sure he's a very smart guy and knows what he's talking about. But I got lost half way through the video. This is how I see it. I don't put myself in a take it or leave it situation to begin with unless I'm the one saying "Take it or leave it." If I do go into that situation and I'm on the other side of the counter, I am 100% prepared to "leave it." Regardless of what's going on on the other side of the counter and in the other guy's head. When you go swimming with sharks you have to make sure you're the biggest shark. When I have gone into negotiations, and I'll be honest when I was young I made a lot of stupid concessions and lost many times. But when I get into a negotiation, I'm one of those guys that's only half serious about it because I already got one foot out the door if I don't get what I want. There will always be other days and other opportunities and other people to negotiate with.
I appreciate that you phrase liking and sharing as a decision for the viewer. "If this video helped you, leave a like." It involves us with the video on a personal level and makes us feel good to be trusted to appraise your work.
I was taught that when you get the offer followed by the “take it or leave it”, you just ignore the “take it or leave it” part and proceed as if it was never stated. Analyze the offer and counter as you normally would - it’s amazing how many times the other party just ignores that they said it too.
That often works do you want your coutnerpart to feel ignored? Seems to me it leaves you in the same place you were before they made their statement, at best. The no oriented question acutually makes them feel comfortable, therefore makeing them more agreeable giving you the tactical advanatage.
Leave it, every time. Without explanation. Just walk away. Not even angrily, just gratefully. They just saved you a bunch of time and energy. Really. I've dealt with business relationships, clients, sales prospects, whatever, forever. The 80-20 rule is solid as a rock. Meaning 20% of your clients/customers/potential customers or whatever are 80% of your business. The inverse is also true - you will have a core group of 20% of your business contacts that are 80% of your headaches. Eventually they will cost you money and suck your energy like leaches. Nothing, I mean nothing, is a better indicator for that 20% that's not worth your effort than the ultimatum. Trust me, I made more money more easily after I started turning away business than when I used to chase everything like an idiot. Leave and never return
Couldn't agree more. There's a core group of customers that you can never make happy. They'll just drag you down. I've sent some to my competition even. "Hey you know so and so, their product is pretty good...".
Tactical Empathy: I use your mirroring technique quite often in business deals, as well as just general simple conversations. It’s profound how much I can learn from a person while revealing so very little, at the same time. Thank you Chris Voss.
Tactical Empathy: Thanks for this video, Chris. You covered much in just six minutes. Another phrase I have found to be effective in misfiring negotiations is to pause and ask the other side, "Help me to understand..." It's worked well for me over the years. Example: "Help me to understand how you make decisions about spending money on staff training..." I have a "Chris Voss" section on my bookshelf.
Tactical empathy has helped a lot at home and work, thank you guys. I'm starting to see confrontations as opportunities now and people on the other side as people.
Some really good points. In every situation where I was presented with "take it or leave it", I left it. I simply will not deal with a person who tries to pressure me. Sure, in a lot of cases, that meant I missed out on an opportunity. So, I may have reflect on that and try some of these options.
Tactical empathy 100%. I have recommended your book to a number of people, and I have found it incredibly valuable. Thank you for sharing your wisdom with us, Mr. Voss.
Thought you’d like to know I recently had the opportunity to present an offer on a multifamily real estate deal. That particular deal ultimately didn’t end up working for us but since then the investor group I was representing have repeatedly asked me to join their team because they want me to negotiate deals with and for them. BIG WIN for Black Swan and Never Split the Difference. It has changed my life. Thank you Chris Voss
Tactical Empathy: After just graduating from a Crisis Negotiations Academy this is a great new tool as well as a refresher for my tool belt. Absolutely amazing
Tactical empathy. As a full time stay at home Dad, practice these skills have worked wonders on my teenager...muwahaha she don't know but I keep sending her The Black Swan Group.. I hope soon she checks it out. Thank you all again
Tactical Empathy: Your knowledge share is enlightening and refreshing. I have found my self no longer thinking "how can I get what I need" to "how do we both get what we need." Seems trivial but it is the difference we should never split. My sincerest gratitude.
Chris you’re incredible!! I found your book never split the difference over the summer and read it twice since then. Recently was in a situation where I used labeling, fomo, and how am I supposed to questions to completely destroy a listing agent when fighting for my buyers to find a home. He had a TON of resistance starting off but I held my emotions in check and followed the processes I learned and BAM! My buyers are under contract and I’m anticipating they will receive equity in their home 🤞🏽 I hope that I didn’t leave a bad taste in the other agents mouth after the interaction but he was in the I agree stage not the youre right stage so maybe I did just enough but will be more mindful about it moving forward Ready to go find more home sellers and buyers to help
Thank you Chris! There are no words to tell you just how much I appreciate the things you do! Being CEO of the Black Swan Group, you sure have a lot on your plate. Would it take a horrible amount of your time to answer one question that has been bugging me for years? How do you end unwanted conversations with partners, customers, or your boss and do it in a way that leaves a good last impression?
Tactical empathy: mirroring the ultimatum and gently labelling it is a great way to get more information and more engagement. Thank you! After reading Never Split the Difference, I realised that I've been using these techniques (mirroring and labelling) naturally without knowing what they were. People are just naturally drawn to tell me things and I always wondered why.
Tactical empathy. Thanks Chris. Love these videos and I purchased the masterclass specifically for you. Would love to have you and your team run some seminars in Toronto.
The counter “take it or leave it” offer has been pretty effective. Salesman - “This offer is only available today.” Response - “That is a competitive offer, and I respect your desire to close the deal today, however it is not my best offer. If you can do (counter offer) I can sign today.”
Meet my price. You make your commission and sales target. Get your bonus before your colleagues…look I’ll even buy the extended warranty for an additional $1200. Giving your business the difference in my price. Cool? …Days later return the extended warranty 🤣🤣🤣
Generally if someone tells me that an offer is only good today/right now, the answer is "no". I follow up by saying, if you need an answer immediately, then likely it is a bad deal for me and I just haven't seen how it is bad for me yet. You are pressuring me to sign before I figure it out.
Usually if I have given you a take it or leave it offer, I am at that point mostly ready to leave it and have you walk out. Cycle the gun and load another round and try again for better luck, if it fires, great, if not, cycle it and not waste any more time.
Sales training, whether tacitly or overtly, is designed around teaching the salesman how to convince the mark (customer) that the salesman is the one in charge of the deal. Assume that any salesman who gives you a "take it or leave it" offer is trying to con and intimidate you. The trick is to never be in the position to want or need something so badly that you'll allow yourself to be manipulated by these tactics. Like other kinds of predators, "good" salesmen can smell easy prey at a pretty fair distance. The best way to win at their game is simply not to play it because the rules are rigged in the salesman's favor. Don't be afraid to walk away from a deal, ANY deal, if you don't like the terms.
What I would ask - is how do folks like yourself handle someone as adept as you, in the negotiation? Said differently, how do you handle your tactics being used on you? #TacticalEmpathy
My problem is that when I try to haggle with someone for the price of a used car, I get so nervous and anxious that I forget all I have learned. It’s tuff
Well done, sir. I've appreciated your training course on Masterclass and your book. Your guidance helped me to sell off my father's equipment and home at the prices I wanted by learning to listen to the buyer and his story. I'm still on the journey. Again, thank you for guidance. #tactialempathy
Tactical Empathy - I like it, it makes sense - albeit I can't imagine using it as I find it hard to sufficiently step back from a high stakes conversation to allow me to adopt a structured method. I either feel it instinctively or can't play it
Tactical empathy - I’m negotiating a land deal, specifically trying to get the other side to move a property line. This guy I’m up against is a real control freak, not the sharpest knife in the drawer, and wants to be seen as the top dog and as dominant. He is also in a very precarious financial position, but too prideful to be smart about his available options… it’s going to be his downfall now that I have found Chris Voss. If I can remember a tenth of the things I have taken notes on from these videos and the book in the last few days, I should be able to NOT split the difference! Tactical Empathy, mirroring, and “No” oriented questions for the win!
You are the best! I am negotiating my rent price (first round I achieved what I wanted, but now I want even cheaper:D) so my label would be: you've been so generous with me latley. My favourite quote: it is always easiest to ride a horse in the direction it is going.
You've been very generous with your advice here, so I thank you. Plus tactical, you know, empathy. No idea what Black Swan is, as this is my first time here, but I'm intrigued. Will find another video like this. First impression: if you saw this guy's face with the sound off, he seems sleepy and vulnerable. But with the sound on, it's more like: watch out, those easy eyes are drawing you in.
![ALLY - OH MY! [ REACTION ] 'Amarin Nitibhon' #ALLY_OHMY #ALLY #allynitibhon #แอลลี่](http://i.ytimg.com/vi/nX9qpHjVfbQ/mqdefault.jpg)
I love the phrase "Never be mean to someone who can hurt you by doing nothing!" That is GOLD!!!
It may seem idiot. Whats that mens?
@@estebanvicencio893 significa, no te pongas mamón con alguien que puede dañarte sin hacer nada.
Como un mesero que puede hacer que tú orden tarde años, como un jefe/compañero que puede no considerarte para un ascenso o un proyecto que te interese etc.
Never allow someone who can hurt you by doing nothing to be conned. Even without your knowledge...
About: "Never be mean to anybody"?
It will pay you on the long run.
Net worth is your network.
"I know it sounds ridiculous, but that's what empathy is all about." F**king priceless.
This is bad ass advice for when you are deep in the pocket, back against the wall and sweating bullets. I am going to memorize this for my most important negotiations.
My son is 5.
Addendum: "Negotiate this" by Herb Cohen (chapter on dealing with the most relentless negotiators....children).
Zing! :D
My key accounts are 8 and 5.
Tactical empathy. I have grown to appreciate the method to disarm bullies.
Never be mean to someone who can hurt you by doing nothing. Brilliant.
No offense to Chris Voss, I'm sure he's a very smart guy and knows what he's talking about. But I got lost half way through the video. This is how I see it. I don't put myself in a take it or leave it situation to begin with unless I'm the one saying "Take it or leave it." If I do go into that situation and I'm on the other side of the counter, I am 100% prepared to "leave it." Regardless of what's going on on the other side of the counter and in the other guy's head. When you go swimming with sharks you have to make sure you're the biggest shark. When I have gone into negotiations, and I'll be honest when I was young I made a lot of stupid concessions and lost many times. But when I get into a negotiation, I'm one of those guys that's only half serious about it because I already got one foot out the door if I don't get what I want. There will always be other days and other opportunities and other people to negotiate with.
Tactical empathy is a great phrase.
This is unbelievable! Who doesn't like professor like Chris Voss....Tactical Empathy!
Those that always use take or leave it as a negotiation tactic 😂
Tactical Empathy: Chris Voss Book changed my life! Thank you
I appreciate that you phrase liking and sharing as a decision for the viewer. "If this video helped you, leave a like." It involves us with the video on a personal level and makes us feel good to be trusted to appraise your work.
Tactical empathy. These were the labels I was looking for.
I was taught that when you get the offer followed by the “take it or leave it”, you just ignore the “take it or leave it” part and proceed as if it was never stated. Analyze the offer and counter as you normally would - it’s amazing how many times the other party just ignores that they said it too.
That often works do you want your coutnerpart to feel ignored? Seems to me it leaves you in the same place you were before they made their statement, at best. The no oriented question acutually makes them feel comfortable, therefore makeing them more agreeable giving you the tactical advanatage.
And I would be fine with that. Anyone can walk away from a deal at any time.
These tactics do not work with Narcissistic people.
I ignored but my Hr repeated herself saying "like I said before, there is no room"
Tactical Empathy, and Much Gratitude
Leave it, every time. Without explanation. Just walk away. Not even angrily, just gratefully. They just saved you a bunch of time and energy. Really.
I've dealt with business relationships, clients, sales prospects, whatever, forever. The 80-20 rule is solid as a rock. Meaning 20% of your clients/customers/potential customers or whatever are 80% of your business. The inverse is also true - you will have a core group of 20% of your business contacts that are 80% of your headaches. Eventually they will cost you money and suck your energy like leaches. Nothing, I mean nothing, is a better indicator for that 20% that's not worth your effort than the ultimatum.
Trust me, I made more money more easily after I started turning away business than when I used to chase everything like an idiot. Leave and never return
What do you do if they come back around to negotiate? Honest question
Couldn't agree more. There's a core group of customers that you can never make happy. They'll just drag you down. I've sent some to my competition even. "Hey you know so and so, their product is pretty good...".
@@matthewclark8173 Negotiate a price that pays for (the headache they cause you + the work)*2
otherwise you will regret it!
Tactical Empathy. I have so much to learn.
Tactical Empathy: I use your mirroring technique quite often in business deals, as well as just general simple conversations. It’s profound how much I can learn from a person while revealing so very little, at the same time. Thank you Chris Voss.
tactical empathy: Mr. Voss , just like your name you too are just awesome, simple and yet hugely sophisticated
Tactical empathy- Tonality is a subtle and effective tool when employed correctly, practice is key. Great video.
I was told i can dance if i want to in this very way
Chris Voss is the best! Tactical empathy
Tactical Empathy: Thanks for this video, Chris. You covered much in just six minutes. Another phrase I have found to be effective in misfiring negotiations is to pause and ask the other side, "Help me to understand..." It's worked well for me over the years. Example: "Help me to understand how you make decisions about spending money on staff training..." I have a "Chris Voss" section on my bookshelf.
Underrated skill this 'tactical empathy'.
Tactical empathy has helped a lot at home and work, thank you guys. I'm starting to see confrontations as opportunities now and people on the other side as people.
You're the best Voss, your book helped me greatly on getting a job.
Some really good points. In every situation where I was presented with "take it or leave it", I left it. I simply will not deal with a person who tries to pressure me. Sure, in a lot of cases, that meant I missed out on an opportunity. So, I may have reflect on that and try some of these options.
Tactical empathy. Awesome.
Tactical empathy 100%. I have recommended your book to a number of people, and I have found it incredibly valuable. Thank you for sharing your wisdom with us, Mr. Voss.
Tactical Empathy is Smart Power. Love it.
Thought you’d like to know I recently had the opportunity to present an offer on a multifamily real estate deal. That particular deal ultimately didn’t end up working for us but since then the investor group I was representing have repeatedly asked me to join their team because they want me to negotiate deals with and for them. BIG WIN for Black Swan and Never Split the Difference. It has changed my life.
Thank you Chris Voss
Tactical Empathy : Chris’s technique of mirror and label is very powerful.
The black swan be Nassim Taleb?
Tactical Empathy - From one Voss to another. Thanks.
You are making a huge positive impacts on the human society with sharing these kind of contents.
Tactical Empathy...thank you Chris. Steven
Tactical Empathy: After just graduating from a Crisis Negotiations Academy this is a great new tool as well as a refresher for my tool belt. Absolutely amazing
Tactical empathy. As a full time stay at home Dad, practice these skills have worked wonders on my teenager...muwahaha she don't know but I keep sending her The Black Swan Group.. I hope soon she checks it out. Thank you all again
Tactical Empathy: Truly negotiating for someone's life these past months. Chris Voss techniques have really made a difference! Thank you :)
Tactical empathy: Not sure how I landed on this video but glad I watched it. Useful info delivered with a smile. Very enjoyable.
Tactical empathy. Always works.
Tactical Empathy: Your knowledge share is enlightening and refreshing. I have found my self no longer thinking "how can I get what I need" to "how do we both get what we need." Seems trivial but it is the difference we should never split. My sincerest gratitude.
❤🙏🏼 I truely feel that another chapter of my best life began with studying Chris Voss's teachings. Blessings.
This channel is pure gold.. I also took Chris’s MasterClass and it’s worth every penny..probably more.. actually much more…!! Go BlackSwan!!🤘🏼
Tactical empathy is eye opening
Chris you’re incredible!! I found your book never split the difference over the summer and read it twice since then.
Recently was in a situation where I used labeling, fomo, and how am I supposed to questions to completely destroy a listing agent when fighting for my buyers to find a home.
He had a TON of resistance starting off but I held my emotions in check and followed the processes I learned and BAM! My buyers are under contract and I’m anticipating they will receive equity in their home 🤞🏽
I hope that I didn’t leave a bad taste in the other agents mouth after the interaction but he was in the I agree stage not the youre right stage so maybe I did just enough but will be more mindful about it moving forward
Ready to go find more home sellers and buyers to help
Tactical Empathy; applicable in all areas of life. Thanks
This is going to be gold everybody, we are going to be eating well after this! BlackSwanLtd let gooo!
Tactical empathy. Golden words for lawyers out there
Thank you Chris! There are no words to tell you just how much I appreciate the things you do!
Being CEO of the Black Swan Group, you sure have a lot on your plate. Would it take a horrible amount of your time to answer one question that has been bugging me for years?
How do you end unwanted conversations with partners, customers, or your boss and do it in a way that leaves a good last impression?
GREAT Question !
Tell less then you need to tell. Tell less then expected.
Hey, I'm sure you have a lot on your plate, as do I. What are the next steps? I'll let you get back to "your important stuff". (Something like that.)
Maybe something like: "This is not for me anymore. Thank you for..."
Tactical empathy. Strangely powerful.
Tactical empathy: mirroring the ultimatum and gently labelling it is a great way to get more information and more engagement. Thank you!
After reading Never Split the Difference, I realised that I've been using these techniques (mirroring and labelling) naturally without knowing what they were. People are just naturally drawn to tell me things and I always wondered why.
This stuff is requires an unbelievable amount of discipline and calmness when your negotiating something very personal and high stakes.
Tactical empathy. Thanks Chris. Love these videos and I purchased the masterclass specifically for you. Would love to have you and your team run some seminars in Toronto.
Tactical Empathy
The counter “take it or leave it” offer has been pretty effective. Salesman - “This offer is only
available today.” Response - “That is a competitive offer, and I respect your desire to close the deal today, however it is not my best offer. If you can do (counter offer) I can sign today.”
That's good.
Meet my price. You make your commission and sales target. Get your bonus before your colleagues…look I’ll even buy the extended warranty for an additional $1200. Giving your business the difference in my price. Cool?
…Days later return the extended warranty 🤣🤣🤣
Generally if someone tells me that an offer is only good today/right now, the answer is "no". I follow up by saying, if you need an answer immediately, then likely it is a bad deal for me and I just haven't seen how it is bad for me yet. You are pressuring me to sign before I figure it out.
Usually if I have given you a take it or leave it offer, I am at that point mostly ready to leave it and have you walk out.
Cycle the gun and load another round and try again for better luck, if it fires, great, if not, cycle it and not waste any more time.
@@kevingoodner5672 That is soooo good. Well done. I'm going to write that down.
Tactical Empathy - Great video Mr. Voss!
Tactical Empathy: your book taught me so much. This content is great as well. Thanks.
If you learn anything from a book about YOUR LIFE.. you have MASSIVE issues and you will always been faking it.
The TH-cam series is a great companion to the book. Strengthening Tactical empathy is my summer 2022 goal.
Sales training, whether tacitly or overtly, is designed around teaching the salesman how to convince the mark (customer) that the salesman is the one in charge of the deal. Assume that any salesman who gives you a "take it or leave it" offer is trying to con and intimidate you. The trick is to never be in the position to want or need something so badly that you'll allow yourself to be manipulated by these tactics. Like other kinds of predators, "good" salesmen can smell easy prey at a pretty fair distance. The best way to win at their game is simply not to play it because the rules are rigged in the salesman's favor. Don't be afraid to walk away from a deal, ANY deal, if you don't like the terms.
Tactical Empathy. Wow. Six and a half minutes of solid info and human psychology. That was great. Now it's time to dive deeper.
What I would ask - is how do folks like yourself handle someone as adept as you, in the negotiation? Said differently, how do you handle your tactics being used on you? #TacticalEmpathy
He has a video in which he says to realize that sometimes there's no deal to be made. I'd imagine this would be one of those situations.
Tactical empathy is the only way to a good life filled with happy people.
Tactical empathy, this one's on repeat for me. Oh and loved the Mark Cuban interview!
It was good, wasn't it
TACTICAL EMPATHY...you are the best Chris.!...changed my life
Tactical Empathy: Mr. Voss, just listening to your voice has healing qualities. You could convince Godzilla to spare Tokyo.
You're right! Tokyo is saved!
Tactical empathy is key. Backed into a corner/insecure is such a big deal. Thanks for bringing it up.
That's Right! Thanks for watching!!
Tactical Empathy: this will be particularly helpful for my negotiation course in law school. Thank you for the video!
And I bet your mother wanted you to become a doctor.
Tactical Empathy. Knowing how to best frame the "ask" .
My problem is that when I try to haggle with someone for the price of a used car, I get so nervous and anxious that I forget all I have learned. It’s tuff
best way is to put on paper all the nasty questions they can ask you, and you'll probably tackle around 90% of the hard situations.
Tactical Empathy ! Love it!
Well done, sir. I've appreciated your training course on Masterclass and your book. Your guidance helped me to sell off my father's equipment and home at the prices I wanted by learning to listen to the buyer and his story. I'm still on the journey. Again, thank you for guidance. #tactialempathy
Tactical empathy, every useful information, now to start practicing in a friendly environment before I need it in a tactical environment
Tactical Empathy - I like it, it makes sense - albeit I can't imagine using it as I find it hard to sufficiently step back from a high stakes conversation to allow me to adopt a structured method. I either feel it instinctively or can't play it
I’d love to see more of Chris Voss on clubhouse. Last time he was on CH, he responded to my question about labels...
Chris: "How am I suppose to do that?"
Suppose to do That?
Tactical empathy. Strategies are on point!
So you're telling me that when I shout 'this is Sparta' and kick them in the chest I'm not doing it right?
Depends on the negotiation.
That's exactly what you should be doing! Your just generously nudging them into the direction you want them to go with a downward inflection.
Tactical empathy. I read your book because of masterclass, you helped me change my life. I am only getting started but my life will never be the same.
Tactical empathy - I’m negotiating a land deal, specifically trying to get the other side to move a property line. This guy I’m up against is a real control freak, not the sharpest knife in the drawer, and wants to be seen as the top dog and as dominant. He is also in a very precarious financial position, but too prideful to be smart about his available options… it’s going to be his downfall now that I have found Chris Voss. If I can remember a tenth of the things I have taken notes on from these videos and the book in the last few days, I should be able to NOT split the difference! Tactical Empathy, mirroring, and “No” oriented questions for the win!
Tactical empathy. Thank you.
Tactical empathy rocks!
Tactical Empathy - Thank You Chris
Tactical empathy - strong & brilliant!
Tactical Empathy. Your method is genius and has made me millions of dollars
Love the upward reflection. As a pleaser, I find that quite effective.
Tactical empathy. You rock Chris.
Tactical empathy- great stuff. This is the reason why i watch TH-cam university. Thank you Chris
You are the best! I am negotiating my rent price (first round I achieved what I wanted, but now I want even cheaper:D) so my label would be: you've been so generous with me latley.
My favourite quote: it is always easiest to ride a horse in the direction it is going.
Tactical empathy!!! The Generosity tip was amazing!
tactical empathy. thank you sir!
You've been very generous with your advice here, so I thank you. Plus tactical, you know, empathy. No idea what Black Swan is, as this is my first time here, but I'm intrigued. Will find another video like this. First impression: if you saw this guy's face with the sound off, he seems sleepy and vulnerable. But with the sound on, it's more like: watch out, those easy eyes are drawing you in.
Tactical empathy! Remember generosity. Key. Make em feel big.
Tactical empathy, you are genius
Tactical empathy. Thank you for your generosity.
Tactical empathy lets go. Doing this sht with the wife on hotel upgrades. Its a blessing Chris thanks!
tactical empathy--- i`m try these techniques TODAY!!!!
I like listening to you. You've just giving us 100% practical information but it sounds like you're telling an interesting story.
Tactical Empathy!!!!!!! I love this!
You are so good and smooth at what you do
Tactical Empathy: I work at a pharmacy and these skills have improved my ability to deal with people on a new level.
Powerful observations and techniques. Masterful presentation as always. Tactical Empathy
Tactical empathy: some great pointers here. Thank you
I don't know if I'll ever need this information but I'm glad I have it!
Thanks Chris Voss
Tactical Empathy. Great video. Absolutely super!