Brandon Voss explains how the FBI’s hostage negotiation techniques can help you become a more effective negotiator in your business and personal life. He shares tips you can use to find common ground and build trust so you have more influence. Brandon says negotiating takes practice, so don’t wait for a million-dollar deal to improve your skills!  

 

What you will learn:

• How to establish common ground
• The accusations audit
• How to set the right expectations
• The power of silence
• It boils down to ego
• Negotiation is a practiced skill
• Discover the black swans
• Trust comes from feeling understood

 

Quotes:

• “Simply put, ‘you’re right’ is very dismissive and ‘that’s right’ is an indicator that someone feels bonded to you.” – Brandon Voss
• “What needs to be common is that both of us, or both sides, have a full understanding of what the other side is going through mentally, physically, emotionally.” – Brandon Voss
• “When human beings feel understood by another person or another entity, they immediately start to trust that person or entity and are willing to be influenced by it.” – Brandon Voss
• “Setting the expectation of, ‘I understand who you are and where you want to go,’ is much better than trying to set an expectation based on power or agenda.” – Brandon Voss
• “I view a successful negotiation as that the person who you’re negotiating with, whether you paid more than you wanted or not, they felt like they got what they wanted, and you were the tool they selected to help it happen.” – Derrick Kinney
• “I think the toughest thing about silence or using what we call ‘dynamic silence’ effectively, is just coming to grips with the fact that you will be actively forcing the moment of awkwardness where neither side knows whether or not they should speak.” – Brandon Voss
• “The person that goes out every day and is making it a point to influence through empathy and understanding and everything, the conversion they have is going to be way more effective than the individual that only uses it when they’re sitting at the table and there’s $50 million on the line.” – Brandon Voss
• “When we think we know all the answers, we’re less inclined to be empathetic.” – Brandon Voss
• “It’s very difficult for human beings to be genuinely furious and genuinely curious at the same time. Those emotions are just too far apart.” – Brandon Voss

 

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Recommended Resources:

• Blackswanltd.com