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This book recommends using this type of questions to encourage the other party to reveal their perspective and needs.
What are "Calibrated Questions"?
This principle from the book emphasizes the importance of understanding the emotions and motivations driving a negotiation partner.
What is "emotional intelligence"?
This technique involves summarizing the other party's position to ensure understanding and show empathy.
What is the "Labeling" technique?
This negotiation technique involves asking open-ended questions to gather information and understand the other party's perspective.
What is the "Mirroring" technique?
Chris Voss, the author, was a former lead international kidnapping negotiator for this law enforcement agency.
What is the FBI?
The book suggests that the most important part of any negotiation is to establish this.
What is "Rapport"?
According to the book, this concept involves reaching an agreement that satisfies both parties' interests instead of simple compromising.
What is "Negotiating the Black Swan Zone"?
According to the book, this method is crucial for uncovering the hidden motivations and fears of the other party.
What is "Tactical Empathy"?
This term, advocated in the book, refers to the act of allowing the other party to voice their concerns and emotions before making your own points.
What is "Getting the Other Side to Spill Their Guts"?
This technique involves asking a question that starts with "How" to guide the other party towards a positive direction.
According to the book, these two words can be powerful in negotiations, as they encourage the other party to offer concessions.
What are "That's Right"?
The author suggests using these types of questions to gain control of a conversation and lead it in the desired direction.
What are "Yes" questions?
In negotiations, understanding the other party's perspective and needs enables you to create value and find these types of solutions.
What are "Win-Win" solutions?
Negotiators should focus on this aspect of communication, which refers to understanding the real message beyond the words spoken.
What is "Listening for the Unsaid"?
According to the book, negotiation isn't about getting to "yes"; it's about getting to this.
What is "No"?
According to the book, negotiation, should be seen as this collaborative process, rather than a battle.
What is a "Problem-Solving Process"?
This concept refers to the state of mind where people become irrational and make decisions against their own interests dur to pressure.
What is "Reactive Devaluation"?
This technique involves acknowledging the other party's negative emotions to defuse tension and build rapport.
What is the "Accusation Audit"?
According to the book, this strategy helps you get information without giving away too much about your own position.
What is the "Late Night FM DJ Voice"?
The book advocates for identifying this party's "Three T's - threats, timeframe, and targets to gain insight into their motivations.
Who is the other negotiation party?
According to the book, this type of communication involves understanding the other party's perspective and feelings without necessarily agreeing with them.
What is "Active Listening"?
This principle from the book involves using open-ended questions to guide the other party toward your desired course.
What is "Directing the Conversation"?
This technique involves acknowledging the other party's negative emotions and summarizing their feelings in a non-confrontational way.
What is the "Labeling and Mirroring Combo"?
The book recommends starting a negotiation with this type of question to gather insights.
What is an "Open-Ended Question"?
The book suggests that using this non-confrontational technique can prompt the other party to reveal valuable information.
What is the "Use of Silence"?