Chris Voss provides insight into the concepts and practices of FBI negotiators. He teaches the reader how to effectively use these tools in a business environment.
Each chapter starts with a fast-paced story of a hostage negotiation, which is dissected to explain what worked and what didn’t. Afterwards, Chris explains the theories and tools that were used to achieve a successful outcome.
This is a ten-chapter reference guide to negotiation where each chapter explores different tactics that can be used during a business negotiation. We could never cover all of the tactics and tools that Chris explains in the book, so Val and I concentrated our efforts.
The Three Negotiation Tactics That Are Reviewed During This Show[x_custom_headline type=”center” level=”h5″ looks_like=”h5″ accent=”true”]Don’t Feel Their Pain – Label it[/x_custom_headline] • Tactical Empathy – Put yourself in the other person situation.
• Labeling neutralizes negatives, reinforce positives
• Get negatives out in open.
• Clearing barriers.
• Accusation Audit [x_custom_headline type=”center” level=”h5″ looks_like=”h5″ accent=”true”]Bend Their Reality[/x_custom_headline] • Dig deep to understand your counterpart needs.
• Loss aversion
• Don’t sweat the deadline to hard.
• Make time (deadline) your ally
• Use of a range when presenting offers
• Use of specific numbers $32,879.98
• Get non-monetary items to increase the value of the deal.
• Anchor emotions. [x_custom_headline type=”center” level=”h5″ looks_like=”h5″ accent=”true”]Create the Illusion of Control[/x_custom_headline] • Suspend unbelief – Active resistance – back off that energy
• Avoid questions that can be answered with a “yes” or little bits of information.
• Avoid questions that start with words like “can”,” is”,” are”,” do” or “does”
• Use calibrated questions to solve problems?
• Don’t ask “Why” questions – May be too aggressive.
• When attacked during a negotiation, bite your tongue.
• Influence the team behind and under the table. [x_custom_headline type=”center” level=”h5″ looks_like=”h5″ accent=”true”]Our Conclusion[/x_custom_headline] We believe that this book is worthy of your time and money. If you want to be a better negotiator, you should definitely read this book.[/cs_text][/cs_column][/cs_row][/cs_section][/cs_content]