May 15, 2018
Negotiation, Business, Relationships, Collaboration, FBI
Summary
Always be wary of accepting a frame that someone else has set for you. We’ll look at that in our Thought of the Day. And in our interview segment, former FBI Lead International Kidnapping Negotiator, Chris Voss, joins us with immense wisdom on the topic of negotiating from his fantastic book. That and more on today’s show.
Bob's Thought of the Day
We’ll explore:
- That setting the proper frame creates the context for a truly win/win outcome in which everyone involved benefits greatly.
- How to avoid the trap of falling into someone else’s negatively set frame.
- Why you should not let yourself be framed into making a choice that does not serve you.
Interview with Chris Voss
You’ll discover:
- How a skilled, win-lose negotiator might try and compel an inexperienced negotiator to accept a less-than advantageous result through “splitting the difference.”
- The essence of negotiation and the significance of the words, “I want.”
- The very important distinction between “collaboration” and “cooperation.”
- What we naturally tend to “do wrong” when negotiating.
- The major difference between academic negotiation and real-world hostage negotiation.
- Why emotional intelligence is a key to success in both hostage negotiations and business.
- The importance of the extremely powerful “calibrated questions.”
- How to use an “accusation audit in order to diffuse defensiveness.”
- The huge difference in results between “you’re right” and “that’s right.”
- What a black swan is, and why it’s important to find it.
Click to Tweet
- #Emotions and emotional intelligence {are} central to effective #negotiation, not things to overcome. @VossNegotiation
- #Listening is the cheapest yet most effective concession we can make to {help the other person to feel understood}. @VossNegotiation #negotiation
- #Emotions aren’t the obstacles, they are the means. @VossNegotiation #negotiation
Interview Links
BlackSwanLTD.com
Never
Split The Difference: Negotiating As Though Your Life Depended On
It by Chris
Voss
Chris’s blog
Connect with Chris on LinkedIn
Connect with Chris on Facebook
Follow Chris on Instagram
Chris’s YouTube channel
Resources
Sell The Go-Giver Way Audio Program