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By Chris Voss
Human negotiations are fundamentally about our primal, emotional desire to get what we want. That is why the same approach and techniques can work for hostage situations, buying a house and getting a pay raise alike. In this book, experienced FBI negotiator and award-winning teacher, Chris Voss, shares tried-and-tested techniques for negotiations that can be applied in a wide range of work and personal scenarios.
In this summary, you’ll learn:
• Active-listening skills, tips and tools that you can apply to build rapport;
• What is tactical empathy, and how to use labeling to validate someone’s emotions and diffuse negative feelings; ;
• Why you should invite someone to say “No”, how to extract it from your counterpart, and to move from “No” to “Yes”;
• The 2 magic words that can transform any negotiation, and how to get them;
• How you can shape reality & perceptions, and find leverage in any situation to secure the best possible deal;
• Why and how to create the Illusion of Control, to nudge the other party to reach the conclusion you want;
• Why deals can unravel, and what you should do to ensure you secure a deal that is executed;
• What to expect when you face professional negotiators, and how to prepare yourself;
• How you can find Black Swans, or the “unknown unknowns”, to transform the outcome of your negotiations; and
• How to put all these tips together into a 1-page negotiation sheet.
Who should read this:
• Leaders, managers, and business executives.
• People with responsibilities in sales and negotiations, or anyone who wishes to improve their negotiation skills
From $9.97
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