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👉 VIDEO INTRODUCTION:
How do you get someone to reveal what they really think, without forcing them to say it?
Most people think negotiation is about speaking better, arguing harder or having the perfect counteroffer.
Chris Voss believes the real skill is getting the other person to talk, and knowing exactly what to listen for.
In this episode of The Indian Business Podcast, Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, breaks down the negotiation techniques he used with hostage takers, bank robbers and terrorists, and explains why the same skills can help you negotiate a salary, close a deal, handle conflict and even deal with people at home. His book has sold more than 5 million copies worldwide.
In this episode, you'll learn:
1. The 2 negotiation skills Chris Voss says everything revolves around: mirroring and labeling, and how repeating just a few words can make people reveal information they never intended to share.
2. How mirroring helped expose a third bank robber during a Chase Manhattan Bank hostage situation
3. How “what” questions uncover problems while “how” questions force the other side to think about implementation.
4. How labeling emotions can reduce conflict instead of escalating it
5. The negotiation trick that works when someone is ghosting you:
6. Why you should stop trying to make people say YES
7. How Chris Voss spots different types of liars, and accommodating personalities tend to behave under pressure.
8. Why silence after a label can completely change a negotiation
If you've ever wondered how FBI hostage negotiators get people to cooperate, reveal information and change their position without force, this conversation shows how those same principles can transform the way you negotiate at work, in business and in everyday life.
Chapters -
00:00 FBI Negotiation Secrets You Can Use Every Day
01:44 Why Smart People Fail at Negotiation
02:58 The 6-Word Rule That Makes People Listen
07:58 The Smartest Way to Ask Your Boss for a 40% Hike
13:04 The Question That Exposes Empty Promises
17:52 The 3-Word Trick That Makes People Reveal More
24:16 The FBI Trick to Stop Any Argument
27:42 The 3 Words That Exposed a Bank Robber
32:11 Stop Mirroring Body Language. Do This Instead
35:14 Why Great Negotiators Fail at Home
38:48 The Fastest Way to Kill Tension in a Room
40:59 The 6 Seconds of Silence That Build Trust
46:39 STOP Trying to Get People to Say YES
48:37 Why Everyone Is Tired of Saying Yes
50:15 Why “No” Makes People Feel Safe
54:57 The 3 Reasons People Ghost You
57:23 When to Ask “What” vs “How” question?
58:41 How a FBI Hostage Negotiator Starts a Call
1:02:50 The 3 Ways People Lie in Negotiations
1:08:30 The Rule That Stops You Getting Played
1:16:13 The Preparation Mistake That Loses Deals
1:17:50 Why Deadlines Are More Manipulative Than You Think
Must watch episodes -
1. Nir Eyal, Author
https://youtu.be/Ft45pH3fYok?si=VjDAJeveBpIDAwoY
2. Balaji Srinivasan, Former CTO Coinbase
https://youtu.be/6dIdS6slVWE?si=TTozgcwR_fhYOa3s
3. Nikunj Biyani, SuperYou
https://youtu.be/G8UK7WcdF1Y?si=0PXUK_Q3KhWaX_Rm
4. Tarun Sharma, mCaffeine
https://youtu.be/3Qms7gUSTj4?si=Omxo0s37AlbIO0TE
5. Ananth Narayanan, Mensa
https://youtu.be/H088ypbYuDw?si=bsxvRKkS4CK-ixRm
✅Study Materials:
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