Chris Voss teaches the Art of Negotiation

by Chris Voss

As an FBI hostage negotiator, Chris Voss persuaded terrorists, bank robbers, and kidnappers to see things his way. Now 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.

Genres: Communication, Business, Nonfiction

14 pages, Paperback

About the author

A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California's Marshall School of Business, Georgetown University's McDonough School of Business, Harvard University, MIT's Sloan School of Management, and Northwestern University's Kellogg School of Management, among others.

Reviews

[Zhijing Jin · Rating 5 out of 5]

This is a set of notes of Chris Voss' master class.

Takeaway 1) Change the question. Do not start from what we want to gain, but think about what the other party can gain.
- Always aim at win-win. Think about that two parties want the same thing but just from different facets
- Change the question to "What the other person can get from this"
- Prepare the conversation to put all the chips on the table (so that the other party will concretely feel that gain > cost)

Takeaway 2) Figure out clearly what the decision-maker cares about
- Then the points will be helping them to achieve what they want in the precise way.
- It is crucial in the exercise of salary bargain to create values that are crucial to the team, or at least starting to work towards that.

Takeaway 3) Talking techniques
- With the empathy, mirror (repeat the last several words of what the other person say)
- Say positive labels "I appreciate ..."
* Combine mirroring and positive labeling *

[Dan Xia · Rating 5 out of 5]

This rating is not just for the short pdf that comes with Chris Voss's Masterclass, but the entire Masterclass. Chris Voss is an exceptional speaker and teacher, and it is incredibly satisfying to use what he teaches in the class in real life situations. You'll be surprised at how simples conversations can be transformed with very simple techniques like mirroring and labeling. Very glad I was able to take his class.

[Mahesh Karthik · Rating 5 out of 5]

Excellent excellent work by Chris Voss. There is so much to learn from him in this. I have been a long time learner of the art and skill of negotiation, but I don't think there is a better teacher of negotiation than this man. He has been through all kinds of difficult situations, much much more than most of us can even fathom. Negotiating in a life or death situation is an altogether different ball game and this man comes from that, transitioning into business negotiations. He lays down several examples, which are really well put. I will certainly go back and listen/watch it again.

[Rustam Eybatov · Rating 5 out of 5]

1. Amazing audio recording with a real robber, where you can clearly see how tactical empathy working

2. Fear of loss is about 2 times stronger the fear of not gaining, so go to sleep & dont make 23% ROI each night if you dont want to cooperate

3. Calming night FM DJ voice can be beneficial not only in nego, but in dating life as well)

[Cristina Teodora · Rating 5 out of 5]

A great book with easy and useful tips for the day to day life. Will re-read it for sure in the future.