The Power of “No”
This word, often seen as rejection, actually creates honesty, boundaries, and clarity in negotiation
What is “No”?
This FBI negotiator’s book Never Split the Difference inspired many real estate negotiation tactics.
Who is Chris Voss?
In the framework, this person — not your company — is always the hero.
Who is the customer or client?
The phrase “Imagine if…” helps clients visualize this outcome
What is success or possibility?
People fear losing something more than they value gaining it — a principle known as this.
What is loss aversion?
People often say this word when they are afraid of losing the deal, making it unreliable.
What is “Yes”?
Saying “It seems like…” or “It sounds like…” to name emotions without judgment is called this technique.
What is labeling?
The company or salesperson takes on this narrative role to help the hero succeed.
What is the guide?
This phrase keeps attention alive by re-engaging curiosity: “Just one more thing…”
What is the curiosity hook?
Using numbers like $387,450 instead of $390,000 makes offers feel more credible because they imply this.
What is precision or research-based calculation?
“Maybe” is dangerous in negotiations because it leads to this outcome.
What is wasted time?
These “unknown unknowns” can completely change the course of a negotiation once discovered.
What are Black Swans?
These two traits are essential for earning trust as a guide.
What are empathy and authority?
This three-word empathy technique validates emotion before offering a new perspective.
What is “Feel, Felt, Found”?
Saying “I want you to feel this is fair” triggers collaboration because it appeals to this human desire.
What is fairness or identity consistency?
Great negotiators focus on mastering this internal factor before influencing anyone else.
What is emotional control?
This phrase — “How am I supposed to do that?” — exemplifies what type of question?
What is a calibrated question?
The three types of problems to acknowledge in messaging are external, internal, and this philosophical level.
What is philosophical?
The phrase “If I could show you a way to…” works because it reduces defensiveness and triggers this emotion.
What is curiosity or openness?
Preparation, structured agendas, and anticipating objections lead to this major negotiation advantage.
What is strategic readiness or control?
True negotiation success comes from this process, not compromise.
What is discovery and clarity?
This phrase signals a counterpart’s full emotional alignment and understanding — the moment you’ve truly won them over.
What is “That’s right”?
This step in the framework invites the hero to take the next move and creates momentum toward transformation.
What is the call to action?
This phrase, often used to clarify concerns, shows deep listening and respect for the other person’s perspective.
What is “Just so I understand…”?
The best negotiators don’t persuade — they do this instead to uncover hidden motives and truth.
What is ask powerful questions?