INNOVATION FOSTERING BLOCKERS COLLABORATION
" Fear of loss is the single biggest driver of human decision-making and behavior."
the hostage taker ' s mental state. I am very confident that had we been impatient, skipping steps, the outcome would have been catastrophically different.
When time is allowed to be a variable it will inevitably work against you. Another Law of Negotiation Gravity™, The last impression is the lasting impression. People remember two parts of an interaction: the most intense moment and how you made them feel at the end. If you ' re in a negotiation and time runs out, leave your counterpart with a good impression. That way, if the stars align in the future, you ' ll still be able to start again on a positive note.
The lessons from this hostage negotiation can be applied to everyday situations, whether you ' re a salesperson trying to overcome objections, an HR professional handling a disgruntled employee, or simply navigating a difficult conversation with a loved one. The principles of empathetic listening, building rapport, and addressing underlying motivations are universal.
• Be aware of your own fears and biases.
• Invest time in understanding your counterpart ' s perspective.
• Have the courage to confront difficult truths.
In doing so, you can unlock the power of negotiation to create value, strengthen relationships, and achieve better outcomes in all aspects of your life. Remember, the skills and techniques used in high-stakes negotiations are not just for professionals – they are valuable tools that can help us all become better communicators, problemsolvers, and leaders. By embracing the art of listening and applying the lessons of the Black Swan Laws of Negotiation Gravity™, we can navigate even the most challenging situations with grace, empathy, and success. +
CHRIS VOSS
Chris Voss is CEO of the Black Swan Group and author of the national best seller " Never Split The Difference: Negotiating As If Your Life Depended On It," which was named one of the seven best books on negotiation. A 24-year veteran of the FBI, Chris retired as the Lead International Kidnapping Negotiator. Drawing on his experience in high-stakes negotiations, his company specializes in solving business communication problems using hostage negotiation solutions. Their negotiation methodology focuses on discovering the“ Black Swans,” small pieces of information that have a huge effect on an outcome. Chris and his team have helped companies secure and close better deals, save money, and solve internal communication problems.
Chris has been featured in TIME, Business Insider, Entrepreneur, Inc., Fast Company, Fortune, The Washington Post, SUCCESS Magazine, Squawk Box, CNN, ABC News and more.
24 • SpectrumInsGroup. com