112 Never Split the Difference - Chris Voss
The Go-Giver Podcast
Shownotes Transcript
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.
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#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
Order The Go-Giver Influencer)
Sell The Go-Giver Way Audio Program)
The Go-Giver Leader)