Never Split the Difference | Chris Voss | Talks at Google
Reference: Talks at Google. (2016, May 27). Never Split the Difference | Chris Voss | Talks at Google [Video]. YouTube.
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Unlock the secrets of negotiation with Chris Voss and his book "Never Split the Difference". Learn how to get a "yes" even after you hear "no"! Never Split the Difference by Chris Voss is a book about negotiation techniques for situations where life depends on it. The book provides readers with tools and strategies to help them stay ahead of the competition when it comes to negotiations, from how to start conversations to how to respond when someone says no. Chris Voss is a former FBI negotiator and the founder and CEO of the Black Swan Group, and he is currently a professor of business negotiation at the University of Southern California and Georgetown University. With his book, Never Split the Difference, Voss offers readers key insights into the art of negotiation, teaching them how to stay cool under pressure, manage emotions, and recognize the power of persuasion. Learning Outline1. No is not the end of a conversation, it is the beginning. Instructional ContentNegotiation is a skill that is often underrated but critical in everyday life. Chris Voss, a former FBI kidnapping negotiator and founder of the Black Swan Group, has dedicated his life to helping people become better negotiators. In his book Never Split the Difference: Negotiating As If Your Life Depended On It, Voss shares invaluable insights from his years of experience. His Talks at Google event brings these tips to life and offers practical advice for anyone looking to improve their negotiation skills. The most important takeaway from Voss’ speech is that no does not mean absolutely not. Voss emphasizes the importance of understanding the space between yes and no, particularly when it comes to making requests. He explains that no is actually protection for the other side, and that if given the time, they can often come up with a creative solution. Voss also outlines the importance of remaining pleasant and providing the other side with a moment of time to think. This allows them to find their center, which can lead to a positive outcome. Additionally, Voss advises that after a no is received, the best response is to offer a summary from the other person’s point of view. This can trigger an “aha” moment and help the conversation move forward. Chris Voss’ Talks at Google event offers a powerful message about the importance of negotiation in our lives and provides practical advice for anyone looking to improve their skills. From understanding the space between yes and no to the power of a “that’s right” response, Voss’ words are sure to transform any individual’s negotiation abilities. Communication
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Chris Voss is a former FBI negotiator and author of the book "Never Split the Difference: Negotiating As If Your Life Depended On It". He teaches people how to be better negotiators and how to create better relationships. One of his main tips is that after someone says 'no' to you, it's not the end of the conversation - it's the beginning! He suggests giving the other person time to think and giving them a chance to feel safe and protected. He also suggests making the other person feel like it's OK to say no, and to summarize the situation from their point of view. With these tips, you can be a better negotiator and get to a 'yes' with more ease! Video Quotes1. "There's a lot more space between yes and no than most of us realize...three seconds can be an eternity for a mind process." - Chris Voss 2. "If you make the other side feel free that they can say no at any time, then it respects their autonomy. They'll relax a little bit more. They'll be more willing to work with you just knowing that it's OK to say no." - Chris Voss 3. "Whenever we call someone, we say, is now a bad time to talk? And you get one of two responses on that. The person will say no, no. It's never a bad time to talk. What do you want to talk about? And they're very focused." - Chris Voss Related Quotes"It's not about the features of the product, it's about the experience. It's about problem solving and the way the customer feels." -Chris Voss "It's not about the words, it's about the intention." -Chris Voss "The secret to success in negotiation is to be a good listener and be able to accurately read people." -Chris Voss Competencies1. Negotiation Learning Outcomes1. Analyze: Evaluate the importance of giving the other person a chance to think and providing a "That's Right" response when summarizing a situation from the other person's point of view. 2. Apply: Utilize the "Is now a bad time to talk?" approach when initiating a negotiation to start with a positive frame of mind. 3. Understand: Recognize the power of a "That's Right" response to unlock negotiations and trigger a subtle epiphany. 4. Create: Develop strategies to find space between yes and no, respecting the autonomy of the other person. 5. Evaluate: Assess the effectiveness of being pleasant when interacting with another person as it can make them think better. 6. Remember: Recall that no is protection and yes is commitment, and that a moment is three seconds. Sample Answers1. After the initial "no", the correct response is to give the other person a chance to think and hesitate. This gives them the opportunity to focus on the conversation and also triggers a moment of time for their mind to process. Additionally, if the other person says no, it can be helpful to make them feel respected and free to say no at any time, which can make them more willing to work with you. 2. When responding to a "no", it is important to not attack or come off as aggressive. Instead, you should give the other person a chance to think and then summarize the situation from their point of view. This can help trigger a "that's right" response and allow the conversation to move forward in a positive manner. 3. An important lesson from "Never Split the Difference" is that no does not mean absolutely not. There is often more space between yes and no that can be explored, and it is important to remain pleasant and positive during the conversation. Having a positive tone of voice and body language can make the other person smarter and more willing to work with you. Chris VossChris Voss is a former FBI hostage negotiator, and the founder and CEO of the Black Swan Group, a corporate negotiations and consulting firm. Voss is a recognized authority on negotiation tactics and has written the book Never Split the Difference: Negotiating As If Your Life Depended On It. He is an expert on Never Split the Difference because of his decades of experience negotiating for the FBI and his expertise on the psychology of negotiation. He is associated with the Black Swan Group, a corporate negotiation and consulting firm. AssessmentQ: What is the key to getting a "that's right" response from the other person? QuestionsQuestions for Students: Questions for Real-Life Examples and Scenarios: KeywordsNegotiation Techniques, Crisis Negotiator, "Negotiating As If", "Start With No", Positive Frame of Mind, "That's Right" Facts1. Chris Voss was a member of the New York City Joint Terrorist Task Force for 14 years and lead crisis negotiator for the New York City division of the FBI. Trends1. Create a negotiation role-playing game based on the ideas and teachings from the video. SourceThis learning instructional guidance was formulated using the GPT-3 language model created by OpenAI. ShareChris Voss, former FBI crisis negotiator and author of #NeverSplitTheDifference, spoke at #TalksatGoogle about finding space between yes & no during negotiations. His advice? Give the other side time to think, remain pleasant, and trigger a "that's right" when summarizing the situation. 🤝 @Accredicity |