Listen Now
Summary
Always be wary of accepting a frame that someone else has set for you. We’ll look at that in our Thought of the Day. And in our interview segment, former FBI Lead International Kidnapping Negotiator, Chris Voss, joins us with immense wisdom on the topic of negotiating from his fantastic book. That and more on today’s show.
Bob’s Thought of the Day
We’ll explore:
- That setting the proper frame creates the context for a truly win/win outcome in which everyone involved benefits greatly.
- How to avoid the trap of falling into someone else’s negatively set frame.
- Why you should not let yourself be framed into making a choice that does not serve you.
Interview with Chris Voss
You’ll discover:
- How a skilled, win-lose negotiator might try and compel an inexperienced negotiator to accept a less-than advantageous result through “splitting the difference.”
- The essence of negotiation and the significance of the words, “I want.”
- The very important distinction between “collaboration” and “cooperation.”
- What we naturally tend to “do wrong” when negotiating.
- The major difference between academic negotiation and real-world hostage negotiation.
- Why emotional intelligence is a key to success in both hostage negotiations and business.
- The importance of the extremely powerful “calibrated questions.”
- How to use an “accusation audit in order to diffuse defensiveness.”
- The huge difference in results between “you’re right” and “that’s right.”
- What a black swan is, and why it’s important to find it.
Click to Tweet
#Emotions and emotional intelligence {are} central to effective #negotiation, not things to overcome. @VossNegotiation Click To Tweet
#Listening is the cheapest yet most effective concession we can make to {help the other person to feel understood}. @VossNegotiation #negotiation Click To Tweet
#Emotions aren’t the obstacles, they are the means. @VossNegotiation #negotiation Click To Tweet
Interview Links
- BlackSwanLTD.com
- Never Split The Difference: Negotiating As Though Your Life Depended On It by Chris Voss
- Chris’s blog
- Connect with Chris on LinkedIn
- Connect with Chris on Facebook
- Follow Chris on Twitter
- Follow Chris on Instagram
- Chris’s YouTube channel
Resources
About the Book
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Joe learns that shifting his focus from getting to giving — constantly and consistently creating value for others — leads to exceptional returns.
Rapidly going from national bestseller to global phenomenon, The Go-Giver has gained a devoted following with over a million copies sold. It’s utilized as a resource in major corporations to small businesses, in schools and churches, in book clubs, and more. Nearly a decade since its original publication, this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities.