NEGOTIATION TACTICS
3 Ways For A Business To Avoid Taking Itself Hostage
BY CHRIS VOSS
As a former hostage negotiator for the FBI , I have been writing about ways negotiators take themselves hostage and what you can do to avoid making these same missteps .
I ’ ve recently identified three new negotiation tactics that end up putting you in a terrible position at the table .
Read on to learn more about each of them and what you can do to avoid having these negotiation tactics derail your efforts .
1 . YOU BELIEVE IN LEVERAGE (“ THERE IS NO SPOON .” FROM “ THE MATRIX ”).
Jim Camp , the author of “ Start With No ”— one of our top 12 must-read books for expert negotiators — has always said that there ’ s no such thing as leverage .
In the early days of my company , The Black Swan Group , we used to say the opposite : “ There is always leverage .”
" NO MATTER WHAT YOU ’ RE TELLING YOURSELF ABOUT THIS , YOUR WIN RATE IS LOWER THAN IT SHOULD BE , AND YOU ABSOLUTELY ARE LEAVING MONEY ON THE TABLE ."
How do you sort this out ? Change “ leverage ” to “ influence ” — “ trustbased influence ,” more specifically .
If you ’ re not trained in The Black Swan Method ® , you believe that leverage is an external thing — either the circumstances have given it to you or they have not .
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