https://www.youtube.com/watch?v=48nOhGc7P9w&feature=youtu.be

Some thoughts on an idea from Chris Voss's book, Never Split the Difference.

Amazon-Proof Your Business https://brianjpombo.com/amazonbook/

Transcription

Repeat their last three words.

Hi I'm Brian Pombo, welcome back to Brian J. Pombo Live.

Today I wanted to go over an idea that I heard promoted by Chris Voss.

Chris Voss is the writer of, Never Split the Difference.

He is an expert in negotiations was a hostage negotiator that did all these different things. And really interesting guy, or great perspective on things, but I wanted to talk about his concept of when you're in discussion when you're in a negotiation with somebody, and especially if it's hot, hot and heated, the importance of repeating the last three words back to the person, okay. Well get into that in a second.

First, though, I want to remind you to go check out my book, I'm offering it for free right now you can get a free copy it's called, 9 ways to Amazon-Proof Your Business.

It's all about how to overcome competitive forces, and to really make your competition irrelevant. How would you go about doing that I got nine different ways to be able to do it. These are long term strategies.

So it's something that can help you I also have different sources that you can look this stuff up and be able to do more studying on, you get a free copy of this book at AmazonProofBook.com.

Let's talk about why would you repeat the last three things that somebody said to you, okay, this is this comes really in handy when you're dealing with a situation where somebody is upset, or they really want you to hear what they're trying to say. And they need validation that you heard it.

That this, try this with an argument with your spouse or with when you're in a situation where you're, you're dealing with a customer, and the customer is irate about something, or trying to give their opinion about something.

They're very engaged in the conversation, and they're waiting for a reply. Repeat back to them what they just said. And if nothing else, the last three words, okay, it'd be better if you can repeat the idea back to them and be able to go from there.

But let's say you just repeated back their last three words, just a couple things this does for you, it gives you a chance to calm down and watch your reactions, you don't want to be reacting to a person that is engaging you.

The second thing is, is it's gives you a chance to replay the words in your mind as you're saying it out loud again, so that you can hear them back and gives you a chance to kind of chew on it and think about what they meant to say, here's the other part from their perspective.

It gives them a chance to calm down and hear their words coming back to them, especially if what they said was stupid, or irrelevant, or misleading, or anything of that sort.

You'd say it back to them slowly, their last three words and it gives them a chance to chew on it to it, you also can say it back to them in the form of a question.

You want to kill my cat, you know.

You toss it back at them, and it gives them a chance to kind of add on to it. Or to think about what they just said, This calms a situation down and it allows both parties to kind of step back and say, Okay, here's where we're at, right now.

Simple technique, very simple technique.

It but it underlays,