Podcast
Questions and Answers
Why did negotiation tactics in the past not work?
Why did negotiation tactics in the past not work?
What is the greatest tool in negotiating?
What is the greatest tool in negotiating?
Really listening to what the other person is saying.
What is the FM DJ Radio Voice?
What is the FM DJ Radio Voice?
Bringing your tone of voice downward at the end.
The four overarching principles for a positive negotiation are: use the FM DJ Radio Voice, start with 'I'm sorry...', mirror the other person, and add ___ for at least 4 seconds.
The four overarching principles for a positive negotiation are: use the FM DJ Radio Voice, start with 'I'm sorry...', mirror the other person, and add ___ for at least 4 seconds.
Signup and view all the answers
What is a great negotiator's aim?
What is a great negotiator's aim?
Signup and view all the answers
Negotiation is a battle or argument.
Negotiation is a battle or argument.
Signup and view all the answers
What is labeling in negotiation?
What is labeling in negotiation?
Signup and view all the answers
What is the advantage of listing negative qualities about yourself?
What is the advantage of listing negative qualities about yourself?
Signup and view all the answers
What does it mean to put yourself in their shoes?
What does it mean to put yourself in their shoes?
Signup and view all the answers
Why do you want to ask questions that get the other side to disagree?
Why do you want to ask questions that get the other side to disagree?
Signup and view all the answers
What does 'no' mean in a negotiation?
What does 'no' mean in a negotiation?
Signup and view all the answers
What is unconditional positive regard?
What is unconditional positive regard?
Signup and view all the answers
What does 'That's right!' signify?
What does 'That's right!' signify?
Signup and view all the answers
What is prospect theory?
What is prospect theory?
Signup and view all the answers
The six steps of using prospect theory in a negotiation include anchoring emotions, letting the other side go first, establishing a range, using ___ items, talking numbers in ___, and surprising with a gift.
The six steps of using prospect theory in a negotiation include anchoring emotions, letting the other side go first, establishing a range, using ___ items, talking numbers in ___, and surprising with a gift.
Signup and view all the answers
What is the most important question to ask any employer while interviewing?
What is the most important question to ask any employer while interviewing?
Signup and view all the answers
What do creative solutions require?
What do creative solutions require?
Signup and view all the answers
What is the F word in negotiations, and how should you use it?
What is the F word in negotiations, and how should you use it?
Signup and view all the answers
What is more important than what you're trying to gain or sell?
What is more important than what you're trying to gain or sell?
Signup and view all the answers
Study Notes
Negotiation Tactics Evolution
- Past negotiation tactics relied on logic, reasoning, and data, failing to tap into emotional appeal.
- Emotional engagement is proven to be more effective in negotiations compared to purely logical arguments.
Key Listening Skills
- Active listening is crucial; focus on understanding rather than planning your response.
- Listening creates a more collaborative and open negotiating environment.
Vocal Techniques
- Use the FM DJ Radio Voice by lowering tone at the end of statements to project control and authority.
Principles for Positive Negotiation
- Incorporate the FM DJ Radio Voice, begin with "I'm sorry," mirror the other person, and utilize strategic silence during proposals.
Goals of a Skilled Negotiator
- Aim to uncover surprises and insights during negotiations through effective questioning and listening.
Nature of Negotiation
- Negotiation is not a combative argument but a discovery process aimed at gathering information.
Labeling Fears
- Recognizing and articulating the counterpart's fears can diminish their impact and facilitate a more open dialogue.
Addressing Negative Qualities
- Preemptively state the worst negative qualities about yourself to disarm the other party and encourage them to counter these claims.
Empathy in Negotiation
- Truly empathize with the other party's situation fosters genuine interest and understanding, enhancing negotiation outcomes.
Crafting Disagreements
- Formulate questions that lead the other side to disagree; it empowers them and clarifies boundaries.
Understanding "No"
- A "no" typically indicates interest or discomfort, serving as a starting point for negotiation and requires further exploration.
Unconditional Positive Regard
- Maintaining a positive outlook toward the other party opens pathways for constructive change and resolution.
Confirming Shared Understanding
- Use phrases like "That's right!" by summarizing their points accurately, reinforcing their confidence and connection.
Prospect Theory
- People prefer guaranteed gains but are willing to risk losses; understanding this can guide negotiation strategies.
Applying Prospect Theory
- Emotional anchoring, allowing the other side to make the first offer, establishing a realistic range, and creative nonmonetary offerings enhance negotiation effectiveness.
Essential Interview Question
- In job interviews, asking "What does it take to be successful at this job here?" is crucial for understanding employer expectations.
Creative Solutions Challenge
- Innovative solutions in negotiations require a willingness to embrace risk and discomfort, which are absent in simple compromises.
Importance of Fairness
- Using the term "fair" in negotiations appeals to morality and promotes a sense of equity, making it a powerful leverage tool.
Focus on Counterpart's Needs
- Prioritize understanding the other party's pain points and unmet needs over purely transactional goals for successful negotiations.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Description
Explore the key concepts behind effective negotiation tactics from Chris Voss's 'Never Split the Difference'. These flashcards highlight the evolution of negotiation strategies, focusing on emotional appeal over traditional logic-based methods. Ideal for those looking to enhance their negotiation skills.
