How To Get What You Want Every Time: ex FBI agent Chris Voss
Table of Contents
Introduction
In this tutorial, we will explore key negotiation strategies shared by ex-FBI agent Chris Voss. His insights provide practical techniques for effectively communicating your needs and achieving desired outcomes. Whether you're negotiating a salary, resolving conflicts, or influencing decisions, these steps will enhance your negotiation skills.
Step 1: Establish Empathy
- Understand the other party: Start by actively listening to the other person's needs and emotions. Recognizing their perspective lays the groundwork for effective negotiation.
- Use mirroring: Repeat the last few words the other party has said to create rapport and show you are engaged. This simple technique encourages them to elaborate on their thoughts.
- Acknowledge emotions: Validate their feelings by expressing understanding. For example, saying “It sounds like you’re frustrated” can help build trust.
Step 2: Use Tactical Empathy
- Identify underlying motivations: Go beyond the surface issues to uncover what the other party truly wants. Ask open-ended questions to guide the conversation.
- Reflect back: Once you understand their motivations, reflect them back to demonstrate comprehension. This can help in framing your proposals in a way that aligns with their goals.
Step 3: Create a Collaborative Environment
- Use “we” language: Shift from “you” vs. “me” to “we” to foster a sense of teamwork. This encourages cooperation rather than confrontation.
- Suggest options: Present multiple solutions that can satisfy both parties. This not only shows flexibility but also empowers the other party to choose.
Step 4: Master the Art of No
- Encourage the other party to say no: Allow them to express disagreement or decline offers. This can make them feel safe and in control, which can lead to more honest discussions.
- Frame your requests: Instead of asking “Can we do this?”, try asking “Is it unreasonable to ask for this?” This invites a discussion rather than a simple yes or no.
Step 5: Use the Ackerman Model
- Set your target price: Begin with a clear goal for the negotiation. This is your ideal outcome.
- Make your first offer: Start at 65% of your target price to leave room for negotiation.
- Increase your offers: Gradually increase your offers (to 85%, then 95%, and finally your target price), ensuring each offer is smaller than the last. This shows commitment while allowing the other party to feel like they are gaining ground.
Conclusion
Chris Voss's negotiation strategies emphasize the importance of empathy, open communication, and collaboration. By mastering these techniques, you can improve your chances of achieving favorable outcomes in various situations. Practice these steps in everyday interactions to enhance your negotiation skills further. Remember, successful negotiation is about understanding and addressing the needs of all parties involved.