How to Win at Negotiations: Get a “No” and a “That’s Right,” with FBI Negotiator Chris Voss
We assume that getting a "yes" from the other side is the goal of any negotiation, but former lead FBI negotiator Chris Voss says knowing how to get a "no" is actually more important. Voss...
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Chris Voss: You know, successful negotiation is not about getting to yes, it's about mastering no and understanding what the path to an agreement is. Now people are constantly trying to trap us by giving us to say yes. I mean we get hammered on this every single day. Lawyers actually have a term for it they call it cornering. And there's a theory of negotiation out of there called mirror agreement that says the more little yeses I get out of you the more likely you are to say yes to a big yes. So I don't know if that was ever true, but I know that we get hammered so much day in and day out with people trying to trap us with yes; trying to corner us; trying to lead us places by getting us to say yes, that we get defensive instantly when someone trie...
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Chris Voss: You know, successful negotiation is not about getting to yes, it's about mastering no and understanding what the path to an agreement is. Now people are constantly trying to trap us by giving us to say yes. I mean we get hammered on this every single day. Lawyers actually have a term for it they call it cornering. And there's a theory of negotiation out of there called mirror agreement that says the more little yeses I get out of you the more likely you are to say yes to a big yes. So I don't know if that was ever true, but I know that we get hammered so much day in and day out with people trying to trap us with yes; trying to corner us; trying to lead us places by getting us to say yes, that we get defensive instantly when someone trie...
