This is Chris Voss.
He is the greatest negotiator in FBI history.
He’s deal with 150+ kidnappers, hostage-takers, and international terrorists all over the world.
His 9 most powerful rules to negotiate as if your life depended on it: 🧵 x.com
He is the greatest negotiator in FBI history.
He’s deal with 150+ kidnappers, hostage-takers, and international terrorists all over the world.
His 9 most powerful rules to negotiate as if your life depended on it: 🧵 x.com
These rules are from @fbinegotiator's book "Never Split the Difference":
• Sold 3M+ copies worldwide
• New York Times bestseller for 60 weeks
• Praised by Forbes, Daily Mail & Business Insider
9 timeless lessons that will change your life and business forever: x.com
• Sold 3M+ copies worldwide
• New York Times bestseller for 60 weeks
• Praised by Forbes, Daily Mail & Business Insider
9 timeless lessons that will change your life and business forever: x.com
[1/9] BE A MIRROR
People want to feel heard.
Repeating the last 1-3 words someone says shows listening, interest, and understanding.
This builds trust and gets people talking. x.com
People want to feel heard.
Repeating the last 1-3 words someone says shows listening, interest, and understanding.
This builds trust and gets people talking. x.com
[2/9] BEND THEIR REALITY
Reality is subjective.
Pain from losing $1000 is much greater than pleasure from gaining $1000.
This is also known as “Loss Aversion”.
Abuse it by letting the other side know they have something to lose. x.com
Reality is subjective.
Pain from losing $1000 is much greater than pleasure from gaining $1000.
This is also known as “Loss Aversion”.
Abuse it by letting the other side know they have something to lose. x.com
[3/9] CREATE THE ILLUSION OF CONTROL
Nobody likes being controlled.
On the other hand, giving up control makes your counterpart feel secure and lowers their guard.
Get them talking, then gently get them to say your ideas for you. x.com
Nobody likes being controlled.
On the other hand, giving up control makes your counterpart feel secure and lowers their guard.
Get them talking, then gently get them to say your ideas for you. x.com
[4/9] LABEL THEIR PAIN
Naming emotions calms the tension.
Use phrases like "It [seems/sounds/looks] like you ..."
For example: "It sounds like you're afraid this won't work."
Call out the elephants in the room instead of denying them. x.com
Naming emotions calms the tension.
Use phrases like "It [seems/sounds/looks] like you ..."
For example: "It sounds like you're afraid this won't work."
Call out the elephants in the room instead of denying them. x.com
[5/9] AIM FOR "NO"
A clear “No” is better than a fake “Yes.”
Letting someone decline makes them feel safe, secure, and in control.
In fact, the first "No" is often when the REAL negotiation begins.
After "No", you want to aim for the two Trigger Words...
A clear “No” is better than a fake “Yes.”
Letting someone decline makes them feel safe, secure, and in control.
In fact, the first "No" is often when the REAL negotiation begins.
After "No", you want to aim for the two Trigger Words...
[6/9] USE TRIGGER WORDS
"That's right" is better than "Yes".
If you hear those two words, you know you've won.
On the other hand, “You’re right” means they just want you to shut up and get off their back. x.com
"That's right" is better than "Yes".
If you hear those two words, you know you've won.
On the other hand, “You’re right” means they just want you to shut up and get off their back. x.com
[7/9] GUARANTEE EXECUTION
Make sure the deal goes through.
• Watch out for fake "Yes"
• Consider "behind-the-scene" players
• Pay close attention to voice and body language
And if you need to...
Make sure the deal goes through.
• Watch out for fake "Yes"
• Consider "behind-the-scene" players
• Pay close attention to voice and body language
And if you need to...
[8/9] BARGAIN HARD
Voss recommends using the Ackerman Bargaining Technique.
Ex-CIA agent Mike Ackerman developed it and was later endorsed by Harvard negotiation specialist Howard Raiffa.
And finally… x.com
Voss recommends using the Ackerman Bargaining Technique.
Ex-CIA agent Mike Ackerman developed it and was later endorsed by Harvard negotiation specialist Howard Raiffa.
And finally… x.com
![[8/9] BARGAIN HARD
Voss recommends using the Ackerman Bargaining Technique.
Ex-CIA agent Mike Acke...](https://pbs.twimg.com/media/GjGybLbbIAoC0kC.png)
[9/9] FIND THE ‘BLACK SWAN’
Every deal has unspoken fears, desires, and motivations.
These are the “Black Swans” you need to uncover.
Listen actively, ask questions, and dig deeper.
These are the "unknown unknowns" you'll recognize only once you see them. x.com
Every deal has unspoken fears, desires, and motivations.
These are the “Black Swans” you need to uncover.
Listen actively, ask questions, and dig deeper.
These are the "unknown unknowns" you'll recognize only once you see them. x.com
![[9/9] FIND THE ‘BLACK SWAN’
Every deal has unspoken fears, desires, and motivations.
These are the...](https://pbs.twimg.com/media/GjGycDubIAYaDKD.png)
![[9/9] FIND THE ‘BLACK SWAN’
Every deal has unspoken fears, desires, and motivations.
These are the...](https://pbs.twimg.com/media/GjGycQXbIAUAeoU.png)
The skill of negotiation in crucial in any human relationship.
Once again, I highly recommend "Never Split the Difference".
It helped me tremendously in both business and life.
You can check it out here:
amzn.to
Once again, I highly recommend "Never Split the Difference".
It helped me tremendously in both business and life.
You can check it out here:
amzn.to
Hi, I'm Martin.
I'm obsessed with learning all I can and teaching all I learn.
Luckily, online education saved me where our school system failed.
Now I want to use the skill of viral writing to give back my knowledge.
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And that’s it - thanks for reading!
If you enjoyed:
1) Follow @martinmasrna for more educational threads.
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If you enjoyed:
1) Follow @martinmasrna for more educational threads.
2) Repost this one to help more people see it:
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