Quiz LibraryHow To Get What You Want Every Time: ex FBI agent Chris Voss
Created from Youtube video: https://www.youtube.com/watch?v=c5dmmWl5jTYvideo
Concepts covered:Chris Voss, Never Split the Difference, negotiation tactics, tactical empathy, active listening
Chris Voss, ex-FBI agent and author of 'Never Split the Difference,' emphasizes the importance of negotiation tactics based on understanding, empathy, and collaboration rather than win-win outcomes. He shares key lessons on active listening, tactical empathy, and starting with 'no' to achieve successful negotiations in various life situations.
Table of Contents1.The Power of Listening in Negotiation2.Negotiation Tactics: Discovering the Truth3.Mastering Tactical Empathy4.Defusing Negatives with Labels5.Mastering Negotiation Techniques
The Power of Listening in Negotiation
Concepts covered:Listening, Negotiation, Empathy, Understanding, Respect
Listening is a crucial aspect of successful negotiation, demonstrating empathy and a genuine desire to understand the other party's perspective. Failing to listen can lead to misunderstandings and hinder the negotiation process.
Question 1
What is the cheapest yet most effective negotiation tool?
Question 2
What happens if you fail to listen during a negotiation?
Question 3
What is the primary desire in negotiation?
Negotiation Tactics: Discovering the Truth
Concepts covered:Negotiation, Discovery, Tactics, Smiling, Mirroring
Negotiation is not a battle of arguments but an act of discovery to uncover the other side's desires like money, time, respect, or recognition. The author recommends tactics such as smiling to enhance positivity and mirroring to elicit more information smoothly.
Question 4
What is the primary objective of negotiation?
Question 5
What should you do after mirroring in a negotiation?
Question 6
What effect does smiling have in negotiations?
Mastering Tactical Empathy
Concepts covered:Tactical Empathy, Labeling Emotions, Building Connection, Strengthening Bonds, Negotiation Strategies
Tactical empathy involves understanding and acknowledging the emotions and obstacles of the other person to facilitate agreement. By effectively labeling emotions, such as using phrases like 'It seems like,' you can build a stronger connection and increase the likelihood of reaching a deal.
Question 7
Why identify emotional obstacles in negotiations?
Question 8
What is the goal of tactical empathy?
Question 9
How do you effectively use labeling in a negotiation?
Defusing Negatives with Labels
Concepts covered:Defusing negatives, Labels, Negative emotions, Perceptions, Solutions
Defusing negatives with labels is an effective strategy to address negative emotions and perceptions before a meeting or negotiation. By acknowledging and labeling the negative feelings of the opponent, it helps shift the focus towards finding solutions rather than dwelling on complaints.
Question 10
What is the purpose of diffusing negatives in negotiations?
Question 11
Why address negatives early in a negotiation?
Question 12
How should you prepare for a meeting with an upset client?
Mastering Negotiation Techniques
Concepts covered:negotiation techniques, saying no, that's right phrase, empathy in negotiation, people skills
Saying 'no' at the start of a negotiation can lead to better outcomes as it gives you control and allows for focused discussions. Using phrases like 'that's right' can enhance empathy and signal progress in negotiations.
Question 13
What does 'no' signify in a negotiation?
Question 14
How does saying 'no' affect your control in negotiations?
Question 15
Why is 'that's right' powerful in negotiations?

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