How to Think Like an FBI Negotiator? Use Empathy | Chris Voss

source: Big Think    2016年8月22日
Former FBI negotiator Chris Voss sheds light on communication and indirect messages, the value of empathy in business and in life, and when and how to walk away from a deal. Chris Voss is the author of "Never Split the Difference: Negotiating as If Your Life Depended on It" (http://goo.gl/04OgLC).
Read more at BigThink.com: http://bigthink.com/videos/chris-voss...

Transcript - The best messages in any given negotiation are really implied indirectly, come to the other person based on thinking that you're getting them to do, getting them to get some really solid thought behind their answers. And so a great thing to send someone in an email is have you given up on this project? Because nobody likes to give up on anything, and at the same time nobody wants to say yes to that because they don't know what they're letting themselves in for when they say yes.
You know, and it's interesting because that particular email has restarted negotiations that have seen dead silence for weeks prior to that. And simply sending that email all by itself, and in many cases you can get a response within three to five minutes of reading the email or the text, that's a great way to get things restarted. Now the problem with that is there's a really good chance you contributed to the silence in the first place. And your next move, when they respond, is you've got to get a that's right out of them next because they have to feel like that their communication is being paid attention to. Read Full Transcript Here: http://goo.gl/D5BEFj.