Salesman Podcast - Chris Voss on Negotiation 🎙️
Overview
Host: Will Baron
Guest: Chris Voss (Author of "Never Split The Difference")
Episode focus: Negotiation strategies to get anyone to do anything
Key Points
Human Nature-Based Principles in Negotiation
Hostage negotiators use human nature-based principles.
These principles are universal and effective across all cultures.
The method taps into fundamental aspects of human behavior.
The Power and Ethics of Emotional Intelligence
Emotional intelligence is extremely powerful in influencing people.
Ethical use: Encourage using these skills for good and not manipulation.
Adverse example: Sociopaths and cult leaders use emotional intelligence unethically.
Principles of Successful Negotiation
Understanding No and Yes Traps
No relaxes people, makes them more open to learning.
Example: Switching from "Do you want to take the White House back?" to "Have you given up on taking the White House back?" triggers different reactions.
Fear of loss is a powerful motivator.
Using No strategically can open communication and prevent negative responses.
Importance of Emphasizing How
"Yes is nothing without how." Need to determine how something will be done.
Yes traps: Logical tricks that get people to agree but don’t ensure implementation.
Example: "Would you like to make more money?" as a trap vs. focusing on how it will happen.
Articulating the Other Person’s Point of View
Key to successful negotiation: Articulate the other person’s perspective effectively.
Example: Negotiating a high ransom by acknowledging the terrorist's perspective and suffering.
Even in everyday scenarios, stating the other party’s viewpoint can break barriers and build trust.
The Power of “That’s Right” Response
Getting someone to say “That’s right” signals deep agreement and buys commitment.
Examples from business and high-stakes negotiations show effectiveness.
Practical Techniques and Tips
Silent Pauses
Use pauses effectively in negotiations to indicate interest and let the other party fill the silence.
Silence can indicate the other’s interest and allow space for them to talk themselves into a deal.
Finishing Conversations Positively
People remember the end of conversations most intensely.
Effective closing technique: "I appreciate your time. It seems like there’s nothing I could say to make this work out." Pause and wait for a reaction.
Often leads to clarification or reopening opportunities for a deal.
Research and Preparation
Some initial research shows respect but allow most discovery during the negotiation itself.
Minimal preparation can often yield better results as it opens dialogue and reveals more during the negotiation.
Further Learning
Recommended book by Chris Voss: "Never Split the Difference"
Other resources: Books on networking by Christopher Kai and Keith Ferrazzi, and works by Adam Grant.
Chris Voss's newsletter provides ongoing insights and advanced negotiation tips.
Additional Info
Book: "Never Split the Difference" - Available on Amazon.
Newsletter: Black Swan Ltd. provides bi-monthly tips and insights based on negotiation practices.