There’s never going to be a deal where you’re not hiding stuff from the other side. What are the other keys to mastering negotiation? Why is it so important to have a positive mindset? How do you get out of a potentially violent situation? On this episode, negotiator and author Chris Voss answers these and many other questions.
I’m never going to be able to win at any negotiation, unless I can navigate it from how you see it. - Chris Voss
3 Things We Learned From Chris Voss
Every kidnapping in the world ultimately devolves into money.
In the realm of kidnapping, money is what often decides the outcome of the situation. Even when the needs of the kidnapper seem to be based on control - there’s a greater need to get money out of the kidnapped person’s family. It’s necessary to be careful, because some kidnappers will change the terms if they think the ransom has been met too quickly.
For most people, avoiding loss is a much bigger motivation than increasing gain.
Most decisions people make are based on fear of loss, and we are driven to avoid loss as opposed to finding the best ways to gain. The key to life is getting into curiosity and avoiding negativity because it gets in the way of excellent decision making.
Everyone lies 7 or 8 ways but they tell the truth one way.
When it comes to detecting lies, the people who are best at reading people are able to pinpoint how someone tells the truth. People only have one way to be honest and that’s why people are asked baseline questions to determine how they tell the truth. Even if they have different ways of lying - if it opposes the truth then you can tell.
The essence of an excellent negotiator is to put aside how they see things to understand how the other person sees things. You’ll never be able to win at any kind of negotiation, unless you can navigate from that angle. Remember that person’s viewpoint is what affects your decision making. Being a good negotiator is about being a good conversationalist and always seeking to understand before you are understood.
Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Go to BlackSwanLTD.com for more information.