The Art Of Negotiati... - Masterclass - Chris Voss -

Instead, Voss instructs students to aim for two distinct psychological landmarks:

Chris Voss is a renowned expert in negotiation, with a background in law enforcement and the FBI. During his 24-year career with the FBI, Voss worked as a hostage negotiator, participating in some of the most high-profile and sensitive negotiations in recent history. His expertise in negotiation was instrumental in resolving numerous crisis situations, and he has since become a leading authority on the subject. MasterClass - Chris Voss - The Art of Negotiati...

Understanding the psychological shifts required to negotiate effectively. Instead, Voss instructs students to aim for two

Ideal for procurement managers, sales executives, and team leaders trying to secure resources or close high-value contracts. He plays the actual audio recordings of tense

A masterful storyteller, Voss doesn't just lecture. He plays the actual audio recordings of tense phone calls with kidnappers, runs mock negotiations on sensitive topics like asking for a raise, and deconstructs the subtle communication patterns that determine the outcome of any conversation.

Never accept a agreement the first time it is uttered. Get the other party to commit to the same concept three distinct times during a conversation. Use a combination of a calibrated question, a label, and a summary to ensure their "Yes" is authentic and actionable. MasterClass Impact: Is It Worth It?

Instead of asking "Why" questions—which instantly make people defensive—Voss advocates for open-ended queries starting with or "How." The Ultimate Question : "How am I supposed to do that?"