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From one perspective, negotiations are the art of the possible, of finding an acceptable middle ground between two opposing views so that both sides walk away happy. Voss does not take that perspective. He's a retired FBI hostage negotiator, specializing in international kidnappings, and half a hostage is worse than none. Negotiations aren't a logic puzzle to be solved with game theories, but an emotional war where empathy, insight, and the judo of tactical questions are your keys to success.
Run The Jewels/DJ Shadow - Nobody Speak
A masterclass in negotiation.
The chapters in this book are framed around various criminal cases, each of which reveal some hard lesson Voss learned in his career. And while hostage negotiations are really fraught, the advice should apply to more mundane negotiations over salary and major purchases. The basic framework is one of emotional judo. You want the other party to wind up taking your side, doing your work for you, which involves understanding their worldview and what they really want. The first principle is to avoid emotional defensiveness. A basic question of "How can I do that?" can work wonders in getting people to see your side of the issue. Letting someone say no at first can give them the emotional comfort necessary to say yes to the big ask. A technique called labelling, where you explicitly talk about obstacles to success, including your own flaws, can help defuse tensions, while labelling what you believe the other side thinks is important can clarify real issues. When the other side is acting irrationally, look for circumstances beyond their control which might be driving their statements. And finally, use the Ackerman system for pricing. Have a real target of 100%, and start from 65%, to 85%, 95%, and finally close at 100%. Specific, non-round numbers and high anchoring help you squeeze every last dollar out of a deal.
I'm not good at negotiating. I've definitely gotten screwed at the car dealership, but then again who hasn't. Hopefully, this book will help me negotiate better.
Run The Jewels/DJ Shadow - Nobody Speak
A masterclass in negotiation.
The chapters in this book are framed around various criminal cases, each of which reveal some hard lesson Voss learned in his career. And while hostage negotiations are really fraught, the advice should apply to more mundane negotiations over salary and major purchases. The basic framework is one of emotional judo. You want the other party to wind up taking your side, doing your work for you, which involves understanding their worldview and what they really want. The first principle is to avoid emotional defensiveness. A basic question of "How can I do that?" can work wonders in getting people to see your side of the issue. Letting someone say no at first can give them the emotional comfort necessary to say yes to the big ask. A technique called labelling, where you explicitly talk about obstacles to success, including your own flaws, can help defuse tensions, while labelling what you believe the other side thinks is important can clarify real issues. When the other side is acting irrationally, look for circumstances beyond their control which might be driving their statements. And finally, use the Ackerman system for pricing. Have a real target of 100%, and start from 65%, to 85%, 95%, and finally close at 100%. Specific, non-round numbers and high anchoring help you squeeze every last dollar out of a deal.
I'm not good at negotiating. I've definitely gotten screwed at the car dealership, but then again who hasn't. Hopefully, this book will help me negotiate better.