How To Negotiate
The show is kicked off with Chris explaining that there is a balance between the negotiators conscious and subconscious efforts to influence the other party.
“We know that our brain only has the capacity to make so many decisions on a given day” – Chris Voss
Chris then shares the importance of understanding the beliefs that the other person holds so you can structure your negotiation in a way that ticks their boxes.
“You want to take a step back to start with and give the other side room to talk” – Chris Voss
The show is wrapped up with Chris describing the ‘guided discovery’ process and why going for a no might actually be the best thing to do in a negotiation.
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A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world.
He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations.
Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others.
BOOK: Never Split the Difference: Negotiating As If Your Life Depended On It
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