37:27 I tried this tonight with my wife, and it worked. Thank you Chris Voss. After a terse exchange... I said, "It's Friday night, I come home late, and you probably think I am some big jerk just looking to cause problems," In my "Late night DJ voice" and she said... ..."That's right" then we hugged and problem was solved.
I stumbled into "negotiation" / "empathy" as an elementary teacher. A kid walked in my class in the morning completely pissed off. I knew he was about to cause issues for the day. I asked him what was wrong. He didn't say anything. I said "I am curious because you seem upset." He said that morning his mom got him in trouble for something he didn't do. I replied, "I get it. That is the worst when my mom would do that to me, too. what happened" All of a sudden, he unclenched his fists, the anger on his face left, and he told me his story and had a good rest of the day. I am reading "Never Split the Difference" a second time and searching him on youtube for more insights he has. Good stuff in this video.
I've watched many videos about this guy and I've noticed how he speaks differently every time. In this one he talks much faster than he normally does, clearly mirroring his counterpart in the stage.
0:00 Author Introduction 0:55 Story 2:20 2 important points from the story (1) There's a lot more space between "No" and "Yes" (2) What after "No" 4:50 What's the right approach after the "No"? 7:49 How is this empathy and "you understand" important in negotiation? - 8:22 The 3 approaches to conflict - fight, flight or make friends -3 styles - assertive, accommodator or make-friend and analytical, 10:12 Do people fall into one of the three categories or a combination? 11:13 Do you have to adapt your technique depending on who are you dealing with? 13:15 Question about speaker background 20:35 What about compromise in a negotiation...? 23:36 Do the same techniques apply to every negotiation? 27:56 Finding the unknown, unknown 34:20 How do negotiation techniques change when there is emotion entanglement involved?
Same thing happened with me. I heard him on the BiggerPockets podcast and I immediately bought his book afterwards. That’s the first time I’ve ever done that.
Gilly Mac Don’t know about Gitsum, but it helped shape and build my entire approach to negotiation. I used it in association negotiations and it was very very helpful.
He's definitely a great book salesman. But my question for people experiencing that response: You're enjoying the video, but do you know what you've learned? Reading the book won't have the same entertainment value as his speaking technique; you'll only get the lessons. Is he communicating any? He talks about teaching you something, but did he actually follow it with a lesson? What was the lesson?
@30:24 It sounds like a big part of negotiation is not necessarily getting your way, but finding as much information as possible for the best possible outcome.
You seek out information to find out where the other party is standing. Then you use that information to get them to see how you fit into that. And if you've done everything well enough you graciously allow them to have it your way.
This was profound: There is an emotional component to every decision we make. We make a decision based on what we care about, therefore, what you care about is an emotion.
Great interviewer, great questions. Him: "there are three types of people." Her: "can there be combinations?" Him: *clarifies and expands original idea*.
1. start with no 2. is it bad time to talk? 3. summerize: get the counterpart to say that's right 4. 3 types: conservative, analytical, accomadator(talk more, think, mad) 5. suicide hotline 6. hostage communication:call back 7. felt stressed: end of the world pattern 8. rationalize:why you want what you want: tell me why you want it X vulnerabilities label techniques (close the information gap) V 9. empathy the tool and assertive 10. detecting deceptions unknown unknown: holding cards the other side unknown 11. you are right-shut up you that's right 12. angry at me: accusation audit指責 seem like im being a jerk, seems like ive been fair, it seems like you sound angry 13. the negotiator: movie lie X 14. how to start - where you coming from: - listen to you first - information whats going on in your world 15. sb talk to you, you got sth they want 16.money, recognition, publicity fear of loss drive us mostly 17. time is fair: cut the loss and move on
Lesson: 1. Active Listening 2. Try to understand and unleash the emotions of the negotiator because sometimes even he can't put words to those emotions. 3. Tactical Empathise. 4. Calibrated questions Fear of loss can get people to negotiate as it drives our decisions, hard bargaining gets you loss in long-term, the closer you are to someone the harder it will be to recognise what you are being accounted for the anger(i.e. the harder it will be to find that black swan)
“Anybody that has ever felt stress has taken themselves hostage because they were worried about losing something...” Super perceptive statement and very true. I also feel Robert Deniro (even though his voice is more similar to Al Pacino) channeled him in the movie heat 👍 “(never be so sure of what you want that you wouldn’t take something better)”
@@rahdaswami2452 Everyone is driven by ego. That is how it works, only that most are so driven by ego they try and convince others they are not acting on behalf of ego, but for some fictional "higher good". The circle of irony is as funny as it is inescapable. Ego isn't a bad thing unless you lie about the facts.
Great interview! I have read Chris's book a few times already n have been employing his techniques. The trick is to remember to use his teqnique once u have been triggered to respond, which is not always easy. For me when my gf is being difficult with me. I get triggered n upset n forget to use Chiss's tecniques, but then after the argument is done n im sitting there thinking; where did i go wrong? Thats when it hits me! I should have asked "HOW AM I SUPPOSED TO DO THAT?" Or used some other technique condusive to my desired results. I finally rememered to use his teqnique in a time of contention. She was being difficult and unreasonable with her demands. So with a calm FM DJ voice I asked "How am I supposed to do that?". Then used an effective pause. Her face softened n it was as if she had jumped in my shoes n walked me through the problem. Upon verbalizing n realizing that it was an unreasonable request I was immediately released from the hook n told not to worry about it. Yay! I was so happy I was able to avoid an argument n even come out on top. Nowadays I like to ask no orientated questions to get what I want cause she is very sensitive to reverse pychology. If I say "we should do this", she automatically wants to do the opposite. But if i say "Is it a bad idea to do this" because there is a chance she may already want to, she will probably give me a reason why it may be bad so i understand her situation but will eventually succumb to the idea upon her "own" percieved terms. hehehe! ;) She is my rock which I Sharpen my skills on n she doesnt even know it :) Now I have started to employ these techniques with my boss, my teenage son n life in general n I am gettjng tremendous results. Its like I have a super power. I can talk people through a situation or problem guiding them to the solution or results that im looking for n it is becoming easier n easier everyday! Thank you Chris! Your a genius and a life saver. Once understood, your techniques are simple and effective to employ. The most powerful technique that Chris has reminded me of is that. PEOPLE JUST WANT TO BE HEARD N UNDERSTOOD! Thank you! Sincerely, Wass.
You are a winner. It looks like she's a winner too. The other two replies didn't understand. Don't let the bad guys drag you down. I really appreciate hearing about your improvement in situation. Now it's 20/20 sis stay safe and have a good life.
Book changed my life. Best quote as I remember, "if someone seems 'crazy', this is a sure sign that something you don't know that you don't know is making all the difference in the world".
Or they are just crazy. Don't fall for the hype. Reading one book doesn't mean you are expert in the field. Most times crazy people are just crazy and better avoiding them.
Chris Thank You, I read 3 chapters from his book that i got at the library and i had to buy it on amazon a hardcover. It took away so much stress from my job. I have gotten better and calmer and i do not know anyone with a more stressful job than a debt collector
Wow. He nailed the explanation of the assertive type. I thought I was the only one who thinks like this. If I'm confident the other person fully understands my perspective and they STILL disagree, I'm inclined to take on their perspective.
I'm similar too. Thing is that I would also require the person to actually explain the reason for their perspective. Beyond listening and disagreeing only.
They need diversity man! I bet she is a lesbian green activist, good enough to be hired by Google, no need to be professional as an interviewer or even good at basic English.
Chris Voss is straightforward, and that's refreshing. Mairin Chesney is an effective moderator (and super cute). Wish I can meet her. Plus, she is so smart.
This talk inspired me to be more empathetic with my customers and create a sales experience where they are left satisfied with the way that they arrived at their decision to buy or not. I’m going to get his book 100%
I think that the underlying point in all of this is that the people who can help you are often the very same people who can hurt you. From that perspective, empathy is fundamental to giving you the roadmap to understanding how you can reach a mutually helpful position in any negotiation or even average conversations. Mirroring is a brilliant way of overtly showing your counterpart empathy. I love it. Chris's book and his speaking engagements have totally changed my life.
Sue Sweetman I agree his delivery is quirky, but honestly I am listening more to the content and giving him a break on his presentation. Also, his strange delivery is entertaining (in my opinion).
Hi, how was the book?Has it made a significant change to your lifestyle?(I'm considering buying to help with assertiveness&more sincere communication)🕊
I have already tried two of the approaches in the book--both of them seemingly counter-intuitive--and they both worked! I'm going to be reading it again and taking more notes.
@@SS-hw1ou it's so good that I will buy the hardcover version to pay him the fee for what he taught me. I have been reading his book from a paperback edition. It's all out of respect for this guy's strategy and his service to his nation.
Never Split the Difference is such an incredible book. Avoiding the yes/no binary is key to negotiations, and Never Split the Difference illustrates that concept in a way that completely changes how to approach every negotiation.
The guy have practiced it so much and it can be seen in this conversation as well, firstly he agrees and empathises and then deny the assumption and gives an explaination on it.
I’m learning not to take anything people say or do personally. Instead, I try to read between the lines of what they say and what they don’t say to get an idea of how they feel about me.
I just started reading Katherine Manning's book The Empathetic Workplace. I thought it would be a feel good book about how I can put people at ease. But it's hard hitting, talking about trauma. I tell people she talks about trauma but all I have in my life is drama and melodrama. But what she teaches is helpful for everyone I talk to. And it helps me recognize and let people open up when they talk about trauma, or drama. Listening is one of the hardest and useful things we can learn. This backs up everything you say in Never Split The Difference. You started me on a long journey of daily reading books and watching videos like this one. It can be a LOT OF WORK! :) But the return on the investment on my time is amazing. Thanks so much!
29:30 one thing that Chris Voss always says is “never be so sure of that you want, that you wouldn’t take something better” 46:45 the residue from being negative to people and people paying you back is not worth it. Because people find out about it and then they’re reluctant to deal with you. !!the most important person watching me is not the person in the interaction, but it’s somebody else watching how I conduct myself!!
🎯 Key Takeaways for quick navigation: 00:00 🎙️ *Introduction to Chris Voss's background and expertise* - Chris Voss's extensive experience in negotiation, including as a former FBI lead international kidnapping negotiator and founder of the Black Swan Group. - Teaching business negotiation at various universities and authoring the book "Never Split the Difference." 01:26 💡 *Techniques for handling "no" in negotiations* - "No" is not the end of a conversation but an opportunity to explore different approaches. - Giving the other side a moment to consider can reveal more possibilities. - Maintaining a positive and pleasant demeanor can facilitate better thinking and lead to successful outcomes. 05:16 🤝 *Importance of achieving "that's right" in negotiations* - Obtaining a "that's right" from the counterpart indicates understanding and empathy, fostering collaboration. - Summarizing the other person's perspective, even if it seems against your interests, can lead to significant progress. - Triggering a subtle epiphany or acknowledgment of truth can strengthen rapport and agreement. 08:11 🔍 *Understanding different negotiation styles* - Recognizing three basic approaches to conflict: fight, flight, or make friends. - Assertive individuals prioritize being understood, accommodators prioritize relationships, and analysts focus on pragmatic decisions. - Experienced negotiators tend to incorporate traits from all three styles for comprehensive effectiveness. 11:27 🔄 *Adapting negotiation techniques to different personalities* - Interpreting behaviors like silence differently based on the negotiation style of the counterpart. - Being aware of how different personalities perceive and respond to communication cues can help navigate impasses effectively. - Flexibility and adaptability are essential for successful negotiations across various personality types. 13:23 🚀 *Evolution of Chris Voss's negotiation career* - Chris Voss's journey from SWAT team member to hostage negotiator, emphasizing the importance of volunteering at a suicide hotline. - Transitioning from crisis negotiation to teaching and founding the Black Swan Group, highlighting the significance of mentorship and willingness to learn. - Reflecting on pivotal experiences that shaped his negotiation expertise and teaching career. 17:11 📚 *Application of Negotiation Skills in Different Arenas* - Chris Voss applied negotiation techniques learned from hostage negotiation to business and personal negotiations. - Collaborated with colleagues at Harvard Law School to adapt techniques for various contexts. - Negotiation skills proved effective in resolving high-stakes situations, such as kidnappings, and in reducing ransom demands significantly. 20:54 💡 *Approach to Compromise in Negotiation* - Compromise is viewed negatively as it often leads to suboptimal outcomes and leaves value on the table. - Emphasis on finding high-value trades rather than meeting halfway or splitting the difference. - Successful negotiation involves understanding the other party's interests and creating value through collaboration rather than concession. 23:47 🧠 *Understanding Emotional Dynamics in Negotiation* - Emotional intelligence plays a crucial role in negotiation, even with seemingly irrational counterparts. - Hostage negotiation techniques are applicable across various scenarios, leveraging emotional understanding. - Recognizing the emotional component in decision-making helps navigate intense emotions and fosters collaboration. 35:12 🤝 *Negotiating with Close Relationships* - Negotiating with close relationships can be challenging due to emotional attachment. - Articulating grievances and acknowledging responsibility can facilitate smoother negotiations. 38:04 🚫 *Falsehoods in Negotiation* - Lying is discouraged in negotiations, as it erodes trust and damages relationships. - Aggressive negotiation tactics, like attacking or pounding the other party, can harm long-term business prospects. 40:57 🎭 *Initiating Negotiations* - Encouraging the other party to speak first allows for understanding their perspective. - Actively listening during negotiations can reveal crucial information not accessible through research alone. 42:22 📊 *Leveraging in Negotiation* - Every negotiation involves leverage, which is subjective and context-dependent. - Recognizing and utilizing what the other party desires or fears can influence their behavior. 43:49 💰 *Motivations in Kidnapping Negotiations* - Kidnappers typically seek financial gain or recognition. - Understanding their motivations allows negotiators to influence their decisions effectively. 46:46 ⏳ *Long-Term Perspective in Negotiation* - Opting for retaliation or threats can lead to long-lasting negative consequences. - Cutting losses and focusing on better opportunities can yield greater returns in the long run. Made with HARPA AI
Pretty insightful. Much of this is practised by world-class litigators every day. There are few times in life where negotiating to convince a jury not to send your client to prison for life, without parole, is more intense. And we only get to talk at them. Not getting feedback is much more difficult but that's where reading body language is key.
Provided me with useful advice when speaking and negotiating. I would say in context of hostage, if someone is talking to you, he wants something from you. In other situation is different. For example, sometimes, people like emotional connection. If he wants to say hi and cares about you, he may not want anything back from you. It's like having a dog, we care about our puppy and want our puppy to live happy. We don't expect our puppy to do anything for us except loving us back.
@utewbing That's the point bud. The interviewer should let the guest talk. I hated the other video with Lewis whatever crap. The interview with the guest was too interactive or just too centered on the interviewer instead of the guest.
Loved the insights on fair and honesty of the trade. Connected so well with my core values. Was blessed to be taught to never lie by my parents and never had to wait for my ethics class. Thank you for this lovely talk @Chris Voss. Please keep them coming. You've got a new fan here.
When you purchased your last car, did the salesperson like you? Mine did, not love me, but made him laugh about stuff related to his job. He was more open to show me the best deal fast, I still got a little more, but there is a bottom line. We got to it and closed the deal. Because I was nice, he found ways to give 3 free oil changes and tire rotations, without me asking. I got more than I expected. We joked about how the car was on empty when test driven. My comment was a trailer of cars will full tanks is a fire hazard in an accident. He said he never thought about that, makes sense. Plus people could steal the gas in the cars if parked somewhere cause people have no issue stealing from a company as they know no one owns the cars. Well with the dialog, we told me all sorts of info. Like this was him coming in on a day off to try an make a year end sale. I knew I could ask for a little more at that point, and I got it! But overall, we both won, total time was 4 hours and all taken care of. Was the best car sales experience ever. No wonder the salesman had been successful for 13 years. Negotiation is life.
"Everybody has patterns, and everybody is driven by emotions ... there is an emotional component to every decision we make, each and every decision. We make our minds up based on what we care about. Therefore what you care about is an emotion, how you feel about things. So let's start with the idea that we are emotional to begin with". From a heart-based Leadership perspective, it is important to observe that all thoughts are emotionalized thought every emotion has associated thoughts with it. This connects with both our values, vision, mission, purpose - ethical chamber of the heart - (which are emotionally charged) and our emotional management capabilities - emotional chamber of the heart - self-and social awareness, self and social emotional management.
37:56 - 40:46 *Lying* was never a great choice, it hurts in the long run unless you cut your/their feet & being a hard bargainer is a melting candle, respect the relationship then you'll go further 40:47 - 42:06 Get to know something new about them , lay a common ground & share some thoughts 42:07 - 43:24 When someone talks to you, you probably have something they need . . even attention counts, time spent too might lead to relationships 45:34 - 48:58 Act not by being in the interaction but act by those who are observing it & don't leave a leaking faucet especially if you've caused it, the droplets summed up the longer it's left unfixed You've been beaten Psychologically, but no need to eat an expensive fruit that starts to rot, go find a new one: *Move on*
Hi Mr. Voss. I wanted to give credit where credit is due. You are blessed with insight from above. Thank you for helping me. And all of the people that you've helped. It is a true pleasure to see someone living their purpose. God bless you.
Brilliant! What a genuine man. Also, at 37:58 notice how he tilts his head sideways. This is a somewhat submissive posture which gives the power to the other person. I can’t help but wonder if he did that deliberately as she prepared to ask him the question.
I am LITERALLY sitting here commenting about parenting and I have to erase and start over because you’re talking about parenting lol! Love this. Okay. So growing up both of my parents were very tough. But I always tell people my mother taught me everything I need to NOT do as a parent myself. She was very abusive and I won’t go into detail. My father, however, never laid a hand on me. He was tough, consistent, and I respected him very much. The difference was, my mother raised on the premise of fear. My father raised me to respect him. Both were effective until I was older, stronger, and no longer scared of my mother. I was 15. This seems to be the underlying method of your approach. You said your Harvard colleagues all brought the same ideas to the table, but different circumstances essentially. So, I share this hoping to offer another perspective for those viewing. Thank you very much for your time. 💋❤️🌹
44:52 "Most people don't like to be laughed at ... Ridicule seems to be the one thing they don't like.." - Simple but powerful point for anyone running a business. I walked into a vacuum cleaner store in my city to ask if they have a clear plastic vacuum head (they also sell parts) - The store owner scoffed at said "No! I don't know why anyone would want something like that!" My first thought was "This guy is treating me like I'm a moron", and I said "Well I want one!" (emphasising the 'I') "Anyway, that's fine. Bye" The guy had no other customers there....it is a quiet little store...and if he had been a little more mannerly and ASKED me WHY I wanted it, he would have found out that I have a wet&dry shop vac I use for extracting water when cleaning car seats and wanted to be able to SEE how much water was being extracted and if it was dirty or clean....so there was a GOOD reason...yet he was more focus on ridiculing me - Amazing that a store owner can be so short-sighted as to ridicule customers. Why didn't he try sell me something else or offer to order me in something like that....E.g. SELL me something - Even if he had to help to give me right then, if he had been nicer, I might go back at some point for other stuff....but I won't be returning. Coincidentally another vacuum store in the city (the second of 2) did a similar thing a few years previous when I was looking for a specific part to fix a central vacuum system...He didn't last long ... he had a terrible reputation for being a jerk...his Yelp review are awful LOL
...and poison the cream with hanta virus and excrement before drowning in the acidic buttermilk that remains after the struggle has turned the fat portion into butter.
We fire up Sony's next-gen Playstation 5 and point a thermal imaging camera at it to see just how toasty it gets during gameplay ➡️ ruclips.net/video/G9nSkaOkF-8/видео.html
8:44 - wow, this is exactly it! It's more important that you understand our thoughts and reasoning than you agree with us. It's fine to disagree, but if there is not mutual understanding then there can never be progress or problem resolution. I read his book; it was great. But this succinct comment he made on the video now is really key.
I loved the audiobook so much, that i did buy the physical book afterward. It even directly helped me with my upcoming project negotiations as a freelance designer! Thank you so much Chriss Voss!
Love how you demonstrate everyday situations and highlight where we can go wrong. Always very engaging due to your philosophy on empathy making it so much easier to apply and retain your teachings. Thank you
I like the "black swan" references. I've also found it in Taleb's works ( can't remember if he's the author or not of this term ), but a black swan is basically an event, that happens rarely, it is unpredictable, and has an immense downside, just like an armed robbery with hostages. Happens probably once in 1 or 2 decades, but the maximum possible downside is a lot of people injured or/and murdered. I can see why for the negotiator this job is so difficult. His downside is zero (z-e-r-o). He's not the one standing on his knees with a gun on his head and a blindfold around his eyes, getting beaten and probably tortured. He's the one on the phone, away from all harm and danger. Yet, he needs to think the situation like he'd negotiate his own life. Else, he'll be sniffed as a fraud and the consequences are well, I've told you already.
Have been involved with negotiations and helping people do better negotiations for a while. This video was clear and even more powerful that the book which I just finished. I have shared it and use this as a prime resource.
I’ve been trying this for about a month. I haven’t had any one say “that’s right” maybe it’s the difference between how the UK/US language differs but have had people say “exactly” for example. Does that count? Overall I do feel that I now have a proper strategy for approaching negotiations.
Yes, in conversation a response of "exactly" is basically complete agreement. If you say something, and they respond with "exactly", consider that to mean "that is right". Think of it as "that is exactly right" cut down to just the word "exactly"
I Concur, attacks are a weak approach, along with lying. To manoeuvre the rail needs "Empathy" which goes a long ways. I love your honesty, thank you very much.
Probably there is *some* laughter, or at least audible chuckling, but the crowd doesn't have microphones. Between that and any editing, probably just doesn't show up on the final audio.
@@leferayala5228 Agee but what do you expect, its Google - they all think their crap doesnt stink. Intellectucal nerds living in their own bubble of corporate self importance.
You may have something a person wants if they are talking to you. But don’t deceive yourself in thinking that you are the only person available to them that has it. Use it wisely.
He is much better at story telling since this google talk with him. I wonder if he got coaching from someone or studied story telling. Awesome book and individual.
"if someone is talking to you, youve got something they want. Period." damnnnn love the simplicity of that quote
Herbert Marcusa (Frankfurt School) there's no communication without purpose. Just so ya know...
So when a Politician gives a big speech to millions of people, that politician wants something from those same people!
And if you're talking to someone they've got something you want.
My riff on that is "If they call me sir, they want money"
It's also completely bs. Try not eat it up so easily.
37:27 I tried this tonight with my wife, and it worked. Thank you Chris Voss. After a terse exchange...
I said, "It's Friday night, I come home late, and you probably think I am some big jerk just looking to cause problems," In my "Late night DJ voice"
and she said...
..."That's right"
then we hugged and problem was solved.
I stumbled into "negotiation" / "empathy" as an elementary teacher. A kid walked in my class in the morning completely pissed off. I knew he was about to cause issues for the day. I asked him what was wrong. He didn't say anything. I said "I am curious because you seem upset." He said that morning his mom got him in trouble for something he didn't do.
I replied, "I get it. That is the worst when my mom would do that to me, too. what happened"
All of a sudden, he unclenched his fists, the anger on his face left, and he told me his story and had a good rest of the day.
I am reading "Never Split the Difference" a second time and searching him on youtube for more insights he has.
Good stuff in this video.
I've watched many videos about this guy and I've noticed how he speaks differently every time. In this one he talks much faster than he normally does, clearly mirroring his counterpart in the stage.
21:35 "Never be so sure of what you want that you wouldn't take something better." I really like that
0:00 Author Introduction
0:55 Story
2:20 2 important points from the story (1) There's a lot more space between "No" and "Yes" (2) What after "No"
4:50 What's the right approach after the "No"?
7:49 How is this empathy and "you understand" important in negotiation? -
8:22 The 3 approaches to conflict - fight, flight or make friends -3 styles - assertive, accommodator or make-friend and analytical,
10:12 Do people fall into one of the three categories or a combination?
11:13 Do you have to adapt your technique depending on who are you dealing with?
13:15 Question about speaker background
20:35 What about compromise in a negotiation...?
23:36 Do the same techniques apply to every negotiation?
27:56 Finding the unknown, unknown
34:20 How do negotiation techniques change when there is emotion entanglement involved?
Thanks
Thanks! I wish someone took the time to do this for every video!
you're a lifesaver!
Thank you this helped
You are such a nice person ❤️
My 39yr old daughter says I'm a natural negotiator with people. I felt that was the nicest compliment ive ever recd from my kids! Love it!
Voss is an Enigma inside of a Black Swan.
This man changed my approach to dealing. With People. “It only works with People”
Heard an interview with Chris Voss a while back, and before it was over I was on Amazon ordering it. Highly recommended.
Gitsum May I ask what this book has done for you?(I am considering buying)✌
Same thing happened with me. I heard him on the BiggerPockets podcast and I immediately bought his book afterwards. That’s the first time I’ve ever done that.
Gilly Mac Don’t know about Gitsum, but it helped shape and build my entire approach to negotiation. I used it in association negotiations and it was very very helpful.
DITTO!!!!!
He's definitely a great book salesman.
But my question for people experiencing that response: You're enjoying the video, but do you know what you've learned?
Reading the book won't have the same entertainment value as his speaking technique; you'll only get the lessons. Is he communicating any? He talks about teaching you something, but did he actually follow it with a lesson? What was the lesson?
@30:24
It sounds like a big part of negotiation is not necessarily getting your way, but finding as much information as possible for the best possible outcome.
You seek out information to find out where the other party is standing. Then you use that information to get them to see how you fit into that. And if you've done everything well enough you graciously allow them to have it your way.
Not the best possible outcome, it's about getting your way without making the other one feel bad about you. Why you people don't read his book?
"cutting my losses and moving on is a smarter move. I'm not saying I can always do it." That's reaching deep.
This was profound:
There is an emotional component to every decision we make. We make a decision based on what we care about, therefore, what you care about is an emotion.
I appreciate how Chis answers literally every question with a story from his own many experiences that demonstrates his approach. So good.
Great interviewer, great questions. Him: "there are three types of people." Her: "can there be combinations?" Him: *clarifies and expands original idea*.
For some reason I thought that was overly annoying.
lol, total nerd
god shes so fucking annoying
@@experssion123 imagine her in bed! or rather....don't
1. start with no
2. is it bad time to talk?
3. summerize: get the counterpart to say that's right
4. 3 types: conservative, analytical, accomadator(talk more, think, mad)
5. suicide hotline
6. hostage communication:call back
7. felt stressed: end of the world
pattern
8. rationalize:why you want what you want:
tell me why you want it X vulnerabilities
label techniques (close the information gap) V
9. empathy the tool and assertive
10. detecting deceptions
unknown unknown: holding cards the other side unknown
11. you are right-shut up you
that's right
12. angry at me:
accusation audit指責
seem like im being a jerk, seems like ive been fair, it seems like
you sound angry
13. the negotiator: movie
lie X
14. how to start
- where you coming from:
- listen to you first
- information whats going on in your world
15. sb talk to you, you got sth they want
16.money, recognition, publicity
fear of loss drive us mostly
17. time is fair: cut the loss and move on
Lesson:
1. Active Listening
2. Try to understand and unleash the emotions of the negotiator because sometimes even he can't put words to those emotions.
3. Tactical Empathise.
4. Calibrated questions
Fear of loss can get people to negotiate as it drives our decisions, hard bargaining gets you loss in long-term, the closer you are to someone the harder it will be to recognise what you are being accounted for the anger(i.e. the harder it will be to find that black swan)
The lady doing the interview is dynamic and well prepared. Wow, what a great conversation.
I watched Chris Voss masterclass during lockdown... one of the best masterclasses I've viewed
What an amazing interview. And what an incredible person is Chris Voss.
“Anybody that has ever felt stress has taken themselves hostage because they were worried about losing something...” Super perceptive statement and very true. I also feel Robert Deniro (even though his voice is more similar to Al Pacino) channeled him in the movie heat 👍 “(never be so sure of what you want that you wouldn’t take something better)”
Very informative. Chris's humility and respect for others come across as important traits too.
"If anyone has ever felt stressed, you have just taken yourself hostage." - Chris Voss
"If somebody is talking to you, then you have something they want." - Chris Voss
Never lie - The Bible and Chris Voss
@@JoshYates Very few are not driven by ego.
@@rahdaswami2452 Everyone is driven by ego. That is how it works, only that most are so driven by ego they try and convince others they are not acting on behalf of ego, but for some fictional "higher good". The circle of irony is as funny as it is inescapable. Ego isn't a bad thing unless you lie about the facts.
That hit me like a ton of bricks
Great interview!
I have read Chris's book a few times already n have been employing his techniques. The trick is to remember to use his teqnique once u have been triggered to respond, which is not always easy. For me when my gf is being difficult with me. I get triggered n upset n forget to use Chiss's tecniques, but then after the argument is done n im sitting there thinking; where did i go wrong? Thats when it hits me! I should have asked "HOW AM I SUPPOSED TO DO THAT?" Or used some other technique condusive to my desired results.
I finally rememered to use his teqnique in a time of contention. She was being difficult and unreasonable with her demands. So with a calm FM DJ voice I asked "How am I supposed to do that?". Then used an effective pause. Her face softened n it was as if she had jumped in my shoes n walked me through the problem. Upon verbalizing n realizing that it was an unreasonable request I was immediately released from the hook n told not to worry about it. Yay! I was so happy I was able to avoid an argument n even come out on top.
Nowadays I like to ask no orientated questions to get what I want cause she is very sensitive to reverse pychology. If I say "we should do this", she automatically wants to do the opposite. But if i say "Is it a bad idea to do this" because there is a chance she may already want to, she will probably give me a reason why it may be bad so i understand her situation but will eventually succumb to the idea upon her "own" percieved terms. hehehe! ;)
She is my rock which I Sharpen my skills on n she doesnt even know it :)
Now I have started to employ these techniques with my boss, my teenage son n life in general n I am gettjng tremendous results. Its like I have a super power. I can talk people through a situation or problem guiding them to the solution or results that im looking for n it is becoming easier n easier everyday!
Thank you Chris! Your a genius and a life saver. Once understood, your techniques are simple and effective to employ.
The most powerful technique that Chris has reminded me of is that.
PEOPLE JUST WANT TO BE HEARD N UNDERSTOOD!
Thank you!
Sincerely,
Wass.
I don’t think using tricks on your girlfriend is good but if you’re both happy cool lol
You are a winner. It looks like she's a winner too.
The other two replies didn't understand. Don't let the bad guys drag you down.
I really appreciate hearing about your improvement in situation.
Now it's 20/20 sis stay safe and have a good life.
Book changed my life. Best quote as I remember, "if someone seems 'crazy', this is a sure sign that something you don't know that you don't know is making all the difference in the world".
Damn! I noted it.
Or they are just crazy. Don't fall for the hype. Reading one book doesn't mean you are expert in the field. Most times crazy people are just crazy and better avoiding them.
Chris Thank You, I read 3 chapters from his book that i got at the library and i had to buy it on amazon a hardcover. It took away so much stress from my job. I have gotten better and calmer and i do not know anyone with a more stressful job than a debt collector
True that!
Lol
quit that and do something good for the world
48:57 - legend says the guy that raised his hand sits there 'til this very day waiting to be called on...
Ever since I read this book, I actively seek out conflict. I think it backfired. 😂
Michael Hart Was was the way I can
I really love your sarcasim and say the same things.
Well fear not the dagger that stabs into the unknown. Better to stab than to be stricken
The more emotionally invested you are the harder it is to negotiate.
Lmfao 😂
Chris is dropping Never Have To Worry About Money Again level jewels. Fantastic
Wow. He nailed the explanation of the assertive type. I thought I was the only one who thinks like this. If I'm confident the other person fully understands my perspective and they STILL disagree, I'm inclined to take on their perspective.
what time was it?
Mahir Siraji about 8:50-9:00 I think?
I'm similar too. Thing is that I would also require the person to actually explain the reason for their perspective. Beyond listening and disagreeing only.
I loved listening to Chris, the content is refreshingly honest and the accent is charming.
The more emotionally invested you are the harder it is to negotiate.
Read: Daniel Goleman.....
true.
She's the spitting image of what I imagine employees at Google are like.
ha ha, thought the same thing
Very nuanced. But on point. Good observation.
They need diversity man! I bet she is a lesbian green activist, good enough to be hired by Google, no need to be professional as an interviewer or even good at basic English.
Lol....that hilarious...
narcissistic assholes? lol
Best ever Google talk (inc host)
Chris Voss is straightforward, and that's refreshing. Mairin Chesney is an effective moderator (and super cute). Wish I can meet her. Plus, she is so smart.
who paid you to post this?
This talk inspired me to be more empathetic with my customers and create a sales experience where they are left satisfied with the way that they arrived at their decision to buy or not. I’m going to get his book 100%
A captivating talk, great to see such a competent moderator, both smart and well-prepared, and in addition also clearly intensely interested. Awesome!
I think that the underlying point in all of this is that the people who can help you are often the very same people who can hurt you. From that perspective, empathy is fundamental to giving you the roadmap to understanding how you can reach a mutually helpful position in any negotiation or even average conversations. Mirroring is a brilliant way of overtly showing your counterpart empathy. I love it.
Chris's book and his speaking engagements have totally changed my life.
Fantastic talk. Too many “ah ha” moments to NOT pick up his book! What a great manual for life. Thanks Chris Voss for sharing this. 🍻🍻
I want to get his book now too. I just watched his “MasterClass” and its the best money I have spent in a long time...
@@LazerC4 I hope he writes better than he speaks.
Sue Sweetman I agree his delivery is quirky, but honestly I am listening more to the content and giving him a break on his presentation. Also, his strange delivery is entertaining (in my opinion).
If you cannot say "no", "yes" is meaningless.
Maybe
As requested...
"Ask the right person, do what they tell you to do." - Chris Voss
Great stuff, I just bought the book!
Hi, how was the book?Has it made a significant change to your lifestyle?(I'm considering buying to help with assertiveness&more sincere communication)🕊
Excellent presentation by Chris Voss & very effective moderation by Mairin Chesney. She could work for Black Swan.
I have already tried two of the approaches in the book--both of them seemingly counter-intuitive--and they both worked! I'm going to be reading it again and taking more notes.
@Steve Ross is it worth the buy?
There's also a Masterclass - good stuff! And there's a slack group of people practicing the techniques.
@@SS-hw1ou it’s worth every cent
@@SS-hw1ou it’s worth every cent
@@SS-hw1ou it's so good that I will buy the hardcover version to pay him the fee for what he taught me. I have been reading his book from a paperback edition. It's all out of respect for this guy's strategy and his service to his nation.
Never Split the Difference is such an incredible book. Avoiding the yes/no binary is key to negotiations, and Never Split the Difference illustrates that concept in a way that completely changes how to approach every negotiation.
I feel that empathy in response to "that's right" is truly a magical helper!
The guy have practiced it so much and it can be seen in this conversation as well, firstly he agrees and empathises and then deny the assumption and gives an explaination on it.
I’m learning not to take anything people say or do personally. Instead, I try to read between the lines of what they say and what they don’t say to get an idea of how they feel about me.
I just started reading Katherine Manning's book The Empathetic Workplace. I thought it would be a feel good book about how I can put people at ease. But it's hard hitting, talking about trauma. I tell people she talks about trauma but all I have in my life is drama and melodrama. But what she teaches is helpful for everyone I talk to. And it helps me recognize and let people open up when they talk about trauma, or drama. Listening is one of the hardest and useful things we can learn. This backs up everything you say in Never Split The Difference. You started me on a long journey of daily reading books and watching videos like this one. It can be a LOT OF WORK! :) But the return on the investment on my time is amazing. Thanks so much!
I've read his book and I'm still taking notes over here as I watch this
18:15 Powerful story about a kidnapping negotiation in the Philippines.
45:34 Great answer for "When is it time for threat and retaliation?"
29:30 one thing that Chris Voss always says is “never be so sure of that you want, that you wouldn’t take something better”
46:45 the residue from being negative to people and people paying you back is not worth it. Because people find out about it and then they’re reluctant to deal with you. !!the most important person watching me is not the person in the interaction, but it’s somebody else watching how I conduct myself!!
Great talk. Says a lot about what drives us. The "never lie" part was interesting.
🎯 Key Takeaways for quick navigation:
00:00 🎙️ *Introduction to Chris Voss's background and expertise*
- Chris Voss's extensive experience in negotiation, including as a former FBI lead international kidnapping negotiator and founder of the Black Swan Group.
- Teaching business negotiation at various universities and authoring the book "Never Split the Difference."
01:26 💡 *Techniques for handling "no" in negotiations*
- "No" is not the end of a conversation but an opportunity to explore different approaches.
- Giving the other side a moment to consider can reveal more possibilities.
- Maintaining a positive and pleasant demeanor can facilitate better thinking and lead to successful outcomes.
05:16 🤝 *Importance of achieving "that's right" in negotiations*
- Obtaining a "that's right" from the counterpart indicates understanding and empathy, fostering collaboration.
- Summarizing the other person's perspective, even if it seems against your interests, can lead to significant progress.
- Triggering a subtle epiphany or acknowledgment of truth can strengthen rapport and agreement.
08:11 🔍 *Understanding different negotiation styles*
- Recognizing three basic approaches to conflict: fight, flight, or make friends.
- Assertive individuals prioritize being understood, accommodators prioritize relationships, and analysts focus on pragmatic decisions.
- Experienced negotiators tend to incorporate traits from all three styles for comprehensive effectiveness.
11:27 🔄 *Adapting negotiation techniques to different personalities*
- Interpreting behaviors like silence differently based on the negotiation style of the counterpart.
- Being aware of how different personalities perceive and respond to communication cues can help navigate impasses effectively.
- Flexibility and adaptability are essential for successful negotiations across various personality types.
13:23 🚀 *Evolution of Chris Voss's negotiation career*
- Chris Voss's journey from SWAT team member to hostage negotiator, emphasizing the importance of volunteering at a suicide hotline.
- Transitioning from crisis negotiation to teaching and founding the Black Swan Group, highlighting the significance of mentorship and willingness to learn.
- Reflecting on pivotal experiences that shaped his negotiation expertise and teaching career.
17:11 📚 *Application of Negotiation Skills in Different Arenas*
- Chris Voss applied negotiation techniques learned from hostage negotiation to business and personal negotiations.
- Collaborated with colleagues at Harvard Law School to adapt techniques for various contexts.
- Negotiation skills proved effective in resolving high-stakes situations, such as kidnappings, and in reducing ransom demands significantly.
20:54 💡 *Approach to Compromise in Negotiation*
- Compromise is viewed negatively as it often leads to suboptimal outcomes and leaves value on the table.
- Emphasis on finding high-value trades rather than meeting halfway or splitting the difference.
- Successful negotiation involves understanding the other party's interests and creating value through collaboration rather than concession.
23:47 🧠 *Understanding Emotional Dynamics in Negotiation*
- Emotional intelligence plays a crucial role in negotiation, even with seemingly irrational counterparts.
- Hostage negotiation techniques are applicable across various scenarios, leveraging emotional understanding.
- Recognizing the emotional component in decision-making helps navigate intense emotions and fosters collaboration.
35:12 🤝 *Negotiating with Close Relationships*
- Negotiating with close relationships can be challenging due to emotional attachment.
- Articulating grievances and acknowledging responsibility can facilitate smoother negotiations.
38:04 🚫 *Falsehoods in Negotiation*
- Lying is discouraged in negotiations, as it erodes trust and damages relationships.
- Aggressive negotiation tactics, like attacking or pounding the other party, can harm long-term business prospects.
40:57 🎭 *Initiating Negotiations*
- Encouraging the other party to speak first allows for understanding their perspective.
- Actively listening during negotiations can reveal crucial information not accessible through research alone.
42:22 📊 *Leveraging in Negotiation*
- Every negotiation involves leverage, which is subjective and context-dependent.
- Recognizing and utilizing what the other party desires or fears can influence their behavior.
43:49 💰 *Motivations in Kidnapping Negotiations*
- Kidnappers typically seek financial gain or recognition.
- Understanding their motivations allows negotiators to influence their decisions effectively.
46:46 ⏳ *Long-Term Perspective in Negotiation*
- Opting for retaliation or threats can lead to long-lasting negative consequences.
- Cutting losses and focusing on better opportunities can yield greater returns in the long run.
Made with HARPA AI
I am in LOVE!!!! Your mind is truly amazing! I could listen forever! Learned sooo much! Thank You!
Every other line from that interview can be used as a life advice quote. Amazing!
Pretty insightful. Much of this is practised by world-class litigators every day. There are few times in life where negotiating to convince a jury not to send your client to prison for life, without parole, is more intense. And we only get to talk at them. Not getting feedback is much more difficult but that's where reading body language is key.
Provided me with useful advice when speaking and negotiating. I would say in context of hostage, if someone is talking to you, he wants something from you. In other situation is different. For example, sometimes, people like emotional connection. If he wants to say hi and cares about you, he may not want anything back from you. It's like having a dog, we care about our puppy and want our puppy to live happy. We don't expect our puppy to do anything for us except loving us back.
Walken does a great impression of this guy.
I see more Al Pacino and sometimes just a smidgen of Adam Sandler.
The first 10 minutes in my opinion was perhaps the most powerful and be practiced immediately.
I listened to this with my eyes closed and I could swear I was listening to Al Pacino! Makes his interviews even cooler!
It pains me to say this about a google employee, but this interviewer was outstanding, especially for her relative age.
... and what is her relative age?
...young
@utewbing That's the point bud. The interviewer should let the guest talk. I hated the other video with Lewis whatever crap. The interview with the guest was too interactive or just too centered on the interviewer instead of the guest.
Loved the insights on fair and honesty of the trade. Connected so well with my core values. Was blessed to be taught to never lie by my parents and never had to wait for my ethics class.
Thank you for this lovely talk @Chris Voss. Please keep them coming.
You've got a new fan here.
I feel sorry for the guy that trys to sell this guy a car. His local dealership's probably have his picture up in each cubicle to beware of him.
I’m in at hospital.
buildthings79 😂😂😂😂😂
as a matter of fact, he bought his 4Runner for 30 grand from the original price of 36
buildthings79 l
When you purchased your last car, did the salesperson like you?
Mine did, not love me, but made him laugh about stuff related to his job.
He was more open to show me the best deal fast, I still got a little more, but there is a bottom line.
We got to it and closed the deal. Because I was nice, he found ways to give 3 free oil changes and tire rotations, without me asking. I got more than I expected. We joked about how the car was on empty when test driven. My comment was a trailer of cars will full tanks is a fire hazard in an accident. He said he never thought about that, makes sense. Plus people could steal the gas in the cars if parked somewhere cause people have no issue stealing from a company as they know no one owns the cars. Well with the dialog, we told me all sorts of info. Like this was him coming in on a day off to try an make a year end sale. I knew I could ask for a little more at that point, and I got it! But overall, we both won, total time was 4 hours and all taken care of. Was the best car sales experience ever. No wonder the salesman had been successful for 13 years. Negotiation is life.
Great talk! I actually watched this twice to make sure I didn't miss anything.
I wish I knew this stuff when I was eighteen back in 1978 my life would have been so much simpler to date.
James A. Walters like, how so?
"Everybody has patterns, and everybody is driven by emotions ... there is an emotional component to every decision we make, each and every decision. We make our minds up based on what we care about. Therefore what you care about is an emotion, how you feel about things. So let's start with the idea that we are emotional to begin with". From a heart-based Leadership perspective, it is important to observe that all thoughts are emotionalized thought every emotion has associated thoughts with it. This connects with both our values, vision, mission, purpose - ethical chamber of the heart - (which are emotionally charged) and our emotional management capabilities - emotional chamber of the heart - self-and social awareness, self and social emotional management.
Twenty minutes into this talk, and I've said "that's right" at least five times so far.
37:56 - 40:46
*Lying* was never a great choice, it hurts in the long run unless you cut your/their feet & being a hard bargainer is a melting candle, respect the relationship then you'll go further
40:47 - 42:06
Get to know something new about them
, lay a common ground & share some thoughts
42:07 - 43:24
When someone talks to you, you probably have something they need . . even attention counts, time spent too might lead to relationships
45:34 - 48:58
Act not by being in the interaction but act by those who are observing it & don't leave a leaking faucet especially if you've caused it, the droplets summed up the longer it's left unfixed
You've been beaten Psychologically, but no need to eat an expensive fruit that starts to rot, go find a new one: *Move on*
Loved listing to Chris. Such useful information we can all use in our day to day life.
Hi Mr. Voss. I wanted to give credit where credit is due. You are blessed with insight from above. Thank you for helping me. And all of the people that you've helped. It is a true pleasure to see someone living their purpose. God bless you.
I am learning so much. I love these talks. Thank you, Mr. Voss!!
Thank you Chris, I’ve learned so much in just a little bit of RUclips I have seen of you, looking forward to finding more about what you teach.
I bet this guy does the best Christopher Walken impression
LOL
I can imagine Al Pacino
lol lol lol
I'll bet he does an even better impression of John McAfee.
The end the domination of Silicon Valley !
Brilliant! What a genuine man. Also, at 37:58 notice how he tilts his head sideways. This is a somewhat submissive posture which gives the power to the other person. I can’t help but wonder if he did that deliberately as she prepared to ask him the question.
I am LITERALLY sitting here commenting about parenting and I have to erase and start over because you’re talking about parenting lol!
Love this. Okay. So growing up both of my parents were very tough. But I always tell people my mother taught me everything I need to NOT do as a parent myself. She was very abusive and I won’t go into detail. My father, however, never laid a hand on me. He was tough, consistent, and I respected him very much. The difference was, my mother raised on the premise of fear. My father raised me to respect him. Both were effective until I was older, stronger, and no longer scared of my mother. I was 15.
This seems to be the underlying method of your approach. You said your Harvard colleagues all brought the same ideas to the table, but different circumstances essentially. So, I share this hoping to offer another perspective for those viewing. Thank you very much for your time. 💋❤️🌹
44:52 "Most people don't like to be laughed at ... Ridicule seems to be the one thing they don't like.." - Simple but powerful point for anyone running a business.
I walked into a vacuum cleaner store in my city to ask if they have a clear plastic vacuum head (they also sell parts) - The store owner scoffed at said "No! I don't know why anyone would want something like that!"
My first thought was "This guy is treating me like I'm a moron", and I said "Well I want one!" (emphasising the 'I') "Anyway, that's fine. Bye"
The guy had no other customers there....it is a quiet little store...and if he had been a little more mannerly and ASKED me WHY I wanted it, he would have found out that I have a wet&dry shop vac I use for extracting water when cleaning car seats and wanted to be able to SEE how much water was being extracted and if it was dirty or clean....so there was a GOOD reason...yet he was more focus on ridiculing me - Amazing that a store owner can be so short-sighted as to ridicule customers. Why didn't he try sell me something else or offer to order me in something like that....E.g. SELL me something - Even if he had to help to give me right then, if he had been nicer, I might go back at some point for other stuff....but I won't be returning.
Coincidentally another vacuum store in the city (the second of 2) did a similar thing a few years previous when I was looking for a specific part to fix a central vacuum system...He didn't last long ... he had a terrible reputation for being a jerk...his Yelp review are awful LOL
"Two mice, fall into a bucket of cream..."
...and poison the cream with hanta virus and excrement before drowning in the acidic buttermilk that remains after the struggle has turned the fat portion into butter.
Hilarious lol
Finish the damn recipe. I'm starving
We fire up Sony's next-gen Playstation 5 and point a thermal imaging camera at it to see just how toasty it gets during gameplay ➡️ ruclips.net/video/G9nSkaOkF-8/видео.html
what a coomer
8:44 - wow, this is exactly it! It's more important that you understand our thoughts and reasoning than you agree with us. It's fine to disagree, but if there is not mutual understanding then there can never be progress or problem resolution. I read his book; it was great. But this succinct comment he made on the video now is really key.
I loved the audiobook so much, that i did buy the physical book afterward. It even directly helped me with my upcoming project negotiations as a freelance designer! Thank you so much Chriss Voss!
Love how you demonstrate everyday situations and highlight where we can go wrong. Always very engaging due to your philosophy on empathy making it so much easier to apply and retain your teachings. Thank you
This talk was phenomenal.
Amazing how much of this plays in everyday life. Everyone should watch this, if only to better themselves.
I like the "black swan" references. I've also found it in Taleb's works ( can't remember if he's the author or not of this term ), but a black swan is basically an event, that happens rarely, it is unpredictable, and has an immense downside, just like an armed robbery with hostages. Happens probably once in 1 or 2 decades, but the maximum possible downside is a lot of people injured or/and murdered. I can see why for the negotiator this job is so difficult. His downside is zero (z-e-r-o). He's not the one standing on his knees with a gun on his head and a blindfold around his eyes, getting beaten and probably tortured. He's the one on the phone, away from all harm and danger. Yet, he needs to think the situation like he'd negotiate his own life. Else, he'll be sniffed as a fraud and the consequences are well, I've told you already.
It's also referred to on the stock market. Same meaning. Rare and unforseen event with tremendous consequences. Ie huge fall or rise of market
Voss uses Black Swan as an unknown unknown that changes the entire dynamic of a potential deal once discovered.
Have been involved with negotiations and helping people do better negotiations
for a while. This video was clear and even more powerful that the book which
I just finished. I have shared it and use this as a prime resource.
He starts with labelling . Brilliant
I'm impressed with the strength and clarity of the interviewer.
Both came off as professionals. @Lydia Ponce
I’ve been trying this for about a month. I haven’t had any one say “that’s right” maybe it’s the difference between how the UK/US language differs but have had people say “exactly” for example. Does that count? Overall I do feel that I now have a proper strategy for approaching negotiations.
Yes, in conversation a response of "exactly" is basically complete agreement. If you say something, and they respond with "exactly", consider that to mean "that is right". Think of it as "that is exactly right" cut down to just the word "exactly"
I thought so but wanted to be sure I wasn’t misinterpreting it. Thanks.
I Concur, attacks are a weak approach, along with lying. To manoeuvre the rail needs "Empathy" which goes a long ways. I love your honesty, thank you very much.
felt bad every time he tried to make a joke, crowd is super serious lol
They have no idea what's going on, probably scrolling through facebook lol. I think it was cringier when the host was trying to make jokes lol.
Probably there is *some* laughter, or at least audible chuckling, but the crowd doesn't have microphones. Between that and any editing, probably just doesn't show up on the final audio.
Because these tech socialist politically correct nerd morons are DRY AS FUCK.
@@leferayala5228 Agee but what do you expect, its Google - they all think their crap doesnt stink. Intellectucal nerds living in their own bubble of corporate self importance.
More like slow on the uptake!
Dummies.
Really enjoyed this talk. Thank you Mr. Voss and Google.
Such a great speaker on a great topic. And then..."nukyalar." I had to back up to be sure I'd heard it correctly.
That's just Southernese... :)
I stopped worrying about this as much after hearing a nuclear scientist say "nucular" in a TED Talk.
kalashnik3 Odd because he’s from NY or Boston I think.
Chris Voss..... Brilliant man....
This guy is a real life James Bond.
wtf how does any of this have anything to do with James Bond?
No, the IRL James Bond was Christopher Lee. :)
This has nothing to do with JAMES BOND.
The key to ANY negotiation is to "CARE"....but just not that much !
i enjoyed every part of it!!! hoping he comes back with more speeches.
Great talk. we are attempting to let our followers know that life is one big negotiation. This video was very helpful.
He's pretty much re packaging Marshall Rosenberg's Non Violent Communication - you can find the workshops free on youtube.
Ty,I’ll check it out
He changed my approach.
My Whole Process. “That’s right”.
You may have something a person wants if they are talking to you.
But don’t deceive yourself in thinking that you are the only person available to them that has it.
Use it wisely.
He is much better at story telling since this google talk with him. I wonder if he got coaching from someone or studied story telling. Awesome book and individual.
37:40 Im humbled by his honesty in personal negotiations.