What is Art of Negotiation and who is Chris Voss?
As an FBI hostage negotiator, Chris Voss persuaded terrorists, bank robbers, and kidnappers to see things his way. Now in Art of Negotiation he’s teaching you his field-tested strategies to help you in everyday negotiations, whether you’re aiming to improve your salary, the service you receive, or your relationships. Get stronger communication skills, game-changing insights into human nature, and more of what you want out of life.
Former FBI hostage negotiator Chris Voss knows a thing or two about talking his way out of any situation: He was the lead kidnapping negotiator for the FBI and a member of the New York City Joint Terrorist Task Force for 14 years.
Now, Voss teaches art of negotiation training for businesses and individuals through his company The Black Swan Group.
Voss says while he can’t teach exactly the right thing to say in every situation, if you master the right tone when negotiating, everything will probably end up fine.
“In the real world, I have seen that anger always leaves a negative residue — always. And anger is always bad for long-term relationships. And that’s the reason that we tell people who are natural born assertives, ‘You gotta fix that voice, [because] it’s always counterproductive,’” Voss says.
Instead use a “playful voice,” says Voss. Also known by FBI negotiators as the “accommodator’s voice,” it’s a style of speaking that’s likable, charming and relaxed in tone, but still relays the truth.
For example
if Voss were a salesman trying to sell a high-priced item to someone, instead of flatly saying, “It’s $35,000,” he would say something like, “Ah, I know this is crazy, it feels like a lot, but I wanna work with you on this.” All these can be found in art of negotiation in details.
“I don’t want you to feel backed into a corner,” says Voss. “I want to say it to you in a way that it keeps a relationship.”
“The playful voice should be the voice that you use about 80% of the time,” Voss says. “You wanna keep people in a positive frame of mind.”
By keeping people positive even in difficult situations, you keep them thinking, says Voss, and they will continue to work with you even if there’s no resolution in sight.
Each class includes an in-depth, downloadable workbook.
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