2 minutes
The CUES Podcast Episode 28 shownotes
What if everything you know about negotiating is wrong?
In Episode 28 of the CUES Podcast, we explore what it takes to be more effective negotiators. A couple weeks ago, I had a conversation with Chris Voss, former FBI Lead international kidnapping and hostage negotiator and CEO of the Black Swan Group.
In addition, Chris Voss, along with business writer, Tahl Raz, recently authored the book Never Split the Difference: Negotiating as If Your Life Depended on It.
“The real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into just about any scenario you can imagine.”
Voss worked under some of the highest stress conditions one could imagine. How and what he communicated was critical to the lives of human beings. While your credit union’s negotiations won’t have the same high stakes, you will find his tactics extremely beneficial whether you are negotiating a new vendor contract at work or screen time discussions with your child. Here are some of the key takeaways from the show:
- Learn how Voss's experiences as a high-stakes negotiator can help you become a better negotiator.
- Hear how the real art of negotiation lies in mastering the intricacies of “no,” not “yes.”
- Learn how simple tools, such as your tone of voice, the types of questions you ask the other party, or even how you enter the conversation in the first place, can set you up for success in negotiations.
- Finally Voss speaks about emotional intelligence, why it is almost limitless and how incredibly important it is in negotiations.
“All negotiation is the same. Just the circumstances are different,” says Voss.
I think you’ll really enjoy listening to this interview.
James Lenz is CUES’ professional development manager.
