Master the art of negotiation: Secrets from an FBI hostage negotiator
Former FBI hostage negotiator shares techniques for successful negotiation in business and personal situations.
00:00:00 Former FBI hostage negotiator shares techniques for successful negotiation in business and personal situations.
🔑 Negotiation skills from FBI hostage negotiators can be applied to business and personal negotiations.
🏦 Intense situations don't change people's decision-making patterns.
🎯 Emotional intelligence is crucial in negotiations to calm people down and influence their decisions.
00:01:08 Learn the importance of emotional intelligence in negotiations and how it can lead to successful deals and long-term relationships.
🤝 Successful negotiations are not based on logic or arguments, but on emotional intelligence.
💰 Neglecting emotional intelligence in negotiations can result in leaving millions of dollars on the table.
💔 People often mistake negotiation for conflict, but it is actually about understanding and addressing the other person's passions and interests.
00:02:18 Understand the other side's emotions and feed it back to them to show understanding. Tactical empathy helps understand their driving factors and why they won't make a deal. Losing $5 stings at least twice as much as gaining $5.
🤝 Understanding the other party's perspective and emotions is crucial in a negotiation.
💡 Being understood is often more important than getting what you want in a negotiation.
💼 The reasons for not making a deal are usually more significant than the reasons for making a deal.
00:03:33 Learn tactical empathy and the power of labeling in negotiations to diffuse fears and shift to rational thinking.
🔑 Fear of loss drives decision-making in negotiations.
🔑 Tactically using empathy and labeling helps diffuse fears and open the mind.
🔑 Taking a preemptive approach to negative thinking reduces barriers in communication.
00:04:44 Learn the art of 'listeners judo' - listening for what people care about and what they're against in negotiations. Find the negative to every positive and the positive to every negative.
👂 Active listening goes beyond just listening, it involves understanding what people care about and what they're against.
🔄 Every positive has a negative side and every negative has a positive side.
🤝 By recognizing the yin and yang of every situation, you can effectively guide a discussion in negotiation.
00:05:51 Former FBI hostage chief shares valuable negotiation strategies while highlighting the impact of positive communication during customer service interactions.
📞 Customer service representatives often face difficult situations and may not be interested in prolonging conversations.
🤝 Perceiving someone as lucky to be speaking with you can create a sense of generosity and goodwill.
⏱️ Expressing appreciation for someone's time can positively impact the outcome of a conversation.
00:06:53 Former FBI hostage chief Chris Voss shares a powerful tip for winning negotiations: be nice to people and give them a chance. They may surprise you with what they're willing to do.
🔑 Being nice to people can often lead to favorable outcomes.
🔑 By giving people a chance and treating them well, they are more likely to help you.
🔑 The speaker shares a personal story about getting a refund on a ticket by being nice to the customer service representative.
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