WHY SUCCESS Comes From Mastering Negotiation In BUSINESS & LIFE | Chris Voss & Lewis Howes

Emotional Influence

Chris Voss emphasizes the power of empathy in negotiations, distinguishing it from sympathy. Empathy involves recognizing and understanding the emotions of others, which can guide negotiations to successful outcomes. Voss explains, "Empathy and tactical empathy...I know that I need to find out the stuff that are negative emotions for you because I need to get them out of the way of the deal" 1. By addressing both negative and positive emotions, negotiators can create a more favorable environment for agreement. He also highlights the importance of letting the other side speak first to uncover valuable insights 2.

   

Strategic Maneuvering

Strategic maneuvering in negotiations involves addressing negatives upfront and using tactical empathy to shift perceived positions. Voss shares a story of a female negotiator who turned a deal around by acknowledging the other party's concerns, ultimately increasing profit and improving relationships 3. He advises starting with the negative aspects to diffuse tension and then pitching the positive, as this approach prevents the other party from feeling blindsided 3. Voss also discusses the power of making the other party feel like they won, which ensures they remain committed to the deal 4.

   

Handling Difficult Negotiations

Handling difficult negotiations requires a blend of niceness and strategic thinking. Voss highlights Tom Girardi's approach of being "nice and gentle" to lower defenses while remaining an unyielding opponent 5. This tactic encourages counterparts to inadvertently reveal valuable information. In role plays, Voss demonstrates how to manage tough scenarios by setting clear boundaries and maintaining composure 6. He warns against dealing with people who haven't thought things through, as they can derail negotiations by making promises they can't keep 7.