Comment obtenir ce que vous voulez à chaque fois : Chris Voss, ex-agent du FBI

Introduction

In this tutorial, we will explore effective negotiation techniques inspired by Chris Voss, a former FBI agent. These strategies can help you obtain what you want in various scenarios, from personal interactions to business negotiations.

Step 1: Understand the Power of Empathy

• Listen Actively: Pay close attention to what the other person is saying. This builds rapport and trust.
• Acknowledge Feelings: Recognize and validate the emotions of the other party. Use phrases like "It sounds like you feel..." to show you understand their perspective.

Step 2: Use Tactical Empathy

• Reflect Back: Paraphrase what the person has said to demonstrate that you are engaged and to clarify any misunderstandings.
• Ask Open-Ended Questions: Encourage dialogue with questions that cannot be answered with a simple 'yes' or 'no'. For example, "What is important to you in this deal?"

Step 3: Leverage the Power of "No"

• Encourage Rejection: Allow the other person to say "no" to create a sense of control. This can make them feel more comfortable in the negotiation.
• Follow Up with Questions: After they say "no", ask questions like "What would you need to make this work?" to steer the conversation forward.

Step 4: Use the “Accusation Audit”

• Anticipate Objections: Before presenting your offer, address any potential concerns the other party might have. For example, "You might think this proposal is too ambitious, but…”
• Diminish Concerns: By acknowledging their fears upfront, you can reduce their impact.

Step 5: Establish a Range

• Provide Options: Instead of giving a single number or demand, present a range. This makes the other party feel they have room to negotiate.
• Frame Your Offer: For example, "I’m looking for something between X and Y." This approach helps in finding a middle ground.

Step 6: Create the Illusion of Control

• Use Questions to Guide: Instead of making statements, ask questions that lead the other party to arrive at your desired conclusion.
• Empower Them: Use phrases like "How can we work together to make this happen?" to involve them in the solution process.

Conclusion

By applying these negotiation strategies from Chris Voss, you can improve your ability to get what you want in various situations. Remember that effective negotiation hinges on empathy, active listening, and creating a collaborative atmosphere. Practice these techniques in your daily interactions to enhance your skills and confidence.