FBI Negotiator REVEALS How To Win ANY Negotiation & Argument | Chris Voss & Lewis Howes

Emotional Power

Emotional intelligence is a powerful tool in negotiations, as Chris Voss explains. He emphasizes the importance of using emotional currency over monetary exchanges, suggesting that recognizing and valuing emotions can lead to more successful outcomes 1. Voss shares a personal story about using emotional reads to navigate interactions, highlighting how understanding someone's emotional state can facilitate smoother negotiations 2. He also reflects on the impact of emotional intelligence training, revealing how it helped him recognize the unintended harm he might have caused others, and the importance of empathy in resolving conflicts 3.

Emotional currency is not gonna solve every deal. I just don't want to try to solve any deal with money when I could have solved it with emotional currency.

--- Chris Voss

This approach underscores the significance of empathy and emotional awareness in achieving negotiation success.

   

Language Tactics

The strategic use of language and framing can significantly enhance negotiation outcomes, according to Chris Voss. He discusses the concept of negotiation triggers, which involve making statements that encourage the other party to reveal information without directly asking questions 4. Voss also highlights the power of asking questions that begin with "how" or "what," as these are perceived as deferential and encourage deeper thinking from the other party 5. Additionally, he explains the effectiveness of getting a "no" in negotiations, as it often leads to more genuine responses and a sense of safety for the other party 6.

People feel safe when they say no, they feel safe. Why is that? Yeah, that's, you know, I get. Probably because we get flim flamed over. Yes.

--- Chris Voss

This approach helps build trust and opens the door for more meaningful dialogue.