Chris Voss is the former chief hostage negotiator for the FBI, the CEO and founder of the Black Swan Group, and is the best-selling author of the book titled Never Split the Difference: Negotiating as if Your Life Depended On It. Chris Voss has over 25 years experience as a negotiator for the FBI. He has been featured in TIME Magazine, Business Insider, Entrepreneur, Inc. Magazine, Fast Company, Fortune, Washington Post, Success Magazine, Squawk Box, CNN, and ABC News.
Today, we are going to be talking about the psychology of communication and negotiation. We are also going to be talking about why you want the person you’re negotiating with to say no first instead of yes. Chris Voss is going to share with us how to make people feel safe, protected, and in control, and ready to move forward when they are given the space to say “no.” He tells us that without action, an agreement is useless.
Voss also teaches us the three yesses in agreement situations – commitment, confirmation, and counterfeit. He’s also going to go over the skill of tactical empathy. Tactical empathy is not sympathy, and it doesn’t have to end in agreement. You being empathetic to someone in your life doesn’t mean you agree with where they’re at, nor does it equal sympathy. Voss also goes over how to use your voice tone and how people appreciate integrity despite the outcome of the discussion. He goes over the difference between someone telling you “you’re right” versus “that’s right.” There is specific psychology that underlies the meaning in the tone of voice that Chris will be sharing with us today.
What You’ll Learn:
Chris talks about his relationship with his parents.
Chris talks about the psychology behind the word “no.”
Chris talks about the three types of yesses.
Chris dives into tactical empathy and how to use it.
Chris talks about using tactical empathy specifically in marriage and as a parent.
Chris talks about the phrases “you’re right” and “that’s right.”
Chris talks about the psychology behind a one-sentence email Larry sent for his friend.
Chris lists his resources and contact information.
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