Author's Approach
He authored the book Never Split The Difference, based on real-life experiences.
What is "Chris Voss?"
The author of this book is a former lead international hostage negotiator for this U.S. agency.
Who is the FBI (Federal Bureau of Investigation)
When encountering resistance, rather than saying "No," the author suggests using this alternative to keep the negotiation moving.
What is "How can I do better?"
Negotiation often involves trading these, which could be concessions or actions.
What are commitments?
The practice of summarizing the other party's perspective and feelings helps build this, improving rapport.
What is trust?
To uncover the real needs and motivations of the other party, negotiators should focus on these instead of positions.
What are interests?
The technique of repeating the last few words your counterpart said in a questioning tone, encouraging them to elaborate, is known as this.
What is the "mirroring" technique?
Negotiators often strive to create this type of environment where the other party feels secure and open to sharing information.
What is a "safe environment?"?
This type of question encourages the other party to provide a range instead of a simple "yes" or "no" answer.
What is an "open-ended" question?
This technique involves offering a choice between two options, both of which are favorable to you.
What is the "accusation audit"?
The practice of summarizing the points of agreement and disagreement in a negotiation is known as this.
What is "tactical summary"?
In negotiations, demonstrating understanding and validation of emotions can de-escalate conflicts, also known as this.
What is "emotional labeling"?
This technique involves acknowledging the other party's negative feelings while demonstrating empathy.
What is "tactical empathy"?
The author's preferred alternative to the phrase "How am I supposed to do that?" when presented with a challenging request.
What is "How am I supposed to do that safely?"
Negotiators often employ this technique to demonstrate understanding and empathy, even if they don't agree.
What is "labeling"?
This technique involves asking for more than you expect to receive, with the expectation of making concessions.
What is the "anchoring" technique?
What are people's emotions and psychology?
Negotiators should focus on this emotion to foster collaboration and problem-solving.
What is "curiosity"?
The concept that people are more likely to make a commitment if they feel they have a role in shaping the terms.
What is the "illusion of control"?
The "no-oriented" counterpart of "Yes" in the negotiation process.
What is "That's right"?
The author emphasizes negotiation as a process of this, rather than a battle.
What is "collaboration"?
The skill of effectively listening to both words and emotions during a negotiation.
What is "active listening"?
Negotiators should use this type of language to establish a sense of partnership and cooperation.
What is "positive" or "solution-oriented" language?
The author recommends avoiding these, which tend to be vague and can lead to misunderstandings in negotiations.
What are "labeling" and "interpretive" statements?
What is the "magic" question?