Mislabeling — intentionally misidentifying your counterpart’s position can be a great way to reveal additional information. Brandon Voss provides an example below: https://bit.ly/2VdkhIA | Chris Voss
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Being a smart negotiator makes you more effective, no matter what you do, what your goals are, or who you’re interacting with. I want to share the tactics and the methodology I developed during my 24 years in the FBI with you in my new MasterClass. I’ll teach you skills like mirroring, posing calibrated questions, and developing tactical empathy so you can uncover the critical pieces of information that can make or break a deal. I’ll use some high-stakes scenarios from my time as the FBI’s lead
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You should avoid asking “why.” From childhood, we learn that “why” sounds like blame, just like when a child knocks something over and an adult asks, “Why did you do that?” In business, people often chase the other side’s “why,” but why is tied to motivation and can put people on the defensive. There’s a difference between why and what. So make the switch: replace your whys with whats. Ask, “What’s important to you?” | Chris Voss
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What’s labeling? It’s a proven technique for managing emotions and getting better results. In my MasterClass, I’ll teach you this simple tactic and many more. | Chris Voss
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