Never Slipt the Difference

Chris Voss

Negotiation

Psychology

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Overview

WHAT YOU WILL LEARN

Master the art of dialogue

Turn pressures to your advantage

Change the course of negotiations

Implement real and practical techniques

Apply the psychology behind a successful negotiation

Dive into this fascinating world, where Chris Voss, a veteran FBI hostage negotiator, reveals revolutionary methods that transform conflicts into agreements.

Through strategies tested in the most tense situations, this book will equip you with skills to enhance your interactions, whether in negotiations or your everyday life.

Get ready to change your approach and reach new levels of success with techniques backed by the experience of one of the most respected negotiation masters globally.

Key Points

1

The Art of Negotiation

This guide offers practical strategies for your daily life, improving skills like empathy and active listening.

Calibrated Questions: These are open-ended questions that guide the conversation and give you control. For example, instead of responding to a demand, ask: “How do you expect me to handle this situation?” This gives you time to think and plan.

Tone of Voice: Use a calm and controlled tone to keep the conversation flowing and reduce confrontation.

Patience: Not rushing is key; it shows you are listening attentively and builds trust.

Mirroring (Isopraxis): Subtly mimicking the words or behaviors of the other person creates an emotional bond and promotes empathy.

These skills, combined with active listening and recognizing the needs and emotions of the other party, are essential for successful negotiation. The key lies in logical arguments and the ability to connect with people.

2

Key Techniques

Tactical Empathy: In tense negotiations, tactical empathy is essential. Identify and label the emotions of the counterpart to handle them constructively. By recognizing and verbalizing these emotions, the negotiator deactivates negative ones and reinforces positive ones, gaining valuable insights into the other party’s motivations.

Humanizing Interaction: This technique makes negotiation more human and empathetic, unlocking complicated situations and promoting collaboration instead of confrontation.

Saying “No”: Instead of forcing a “yes,” saying “no” can be more beneficial. An initial “no” helps maintain control, clarifies real desires, and deepens the conversation toward meaningful agreements. Contrary to common belief, “no” opens the door to more authentic dialogues and lasting solutions, serving as the beginning of a constructive process.

3

FBI Strategies

The FBI’s “that’s right” approach uses active listening and empathy to influence and change the behavior of the other party. The goal is to achieve sincere acknowledgment, expressed with a “that’s right” instead of a simple “yes.”In a kidnapping in Haiti, negotiators faced a demand of $150,000 using advanced techniques. They started with low expectations and strategic questions like “How am I going to get that money?” creating doubt and opening the negotiation.The kidnappers became more flexible by the end of the week, allowing for negotiation of a lower amount. The final offer was $4,751, a precise number that suggested seriousness, along with a CD player as a goodwill gesture.4o mini