Belajar Negosiasi Dari AGEN NO 1 FBI | Never Split The Difference

Summary

Transcript summary generationThis video explores five powerful negotiation techniques from former FBI negotiator Chris Voss, author of *Never Split The Difference*. Drawing on decades of high-stakes experience, Voss teaches tactical empathy, mirroring, leveraging the power of 'no', uncovering hidden information with the Black Swan method, and conducting self-aware accusation audits. Each technique is explained with practical examples, from negotiating raises and business deals to resolving conflicts in personal life. By understanding perspectives, listening carefully, and anticipating objections, these strategies help build trust, reveal crucial insights, and achieve better outcomes in any negotiation scenario.

Takeaways

• 😀 Chris Voss, a former top FBI negotiator, emphasizes that negotiation skills are crucial in all areas of life.
• 😀 Negotiation occurs daily, from asking for a raise to deciding on a restaurant or arranging children's playtime.
• 😀 Tactical empathy involves understanding the other person's feelings and perspective to build trust and influence outcomes.
• 😀 Mirroring, or repeating the last few words of someone, encourages them to share more information and feel heard.
• 😀 The word 'no' gives people a sense of control; using it strategically can lead to more open and honest discussions.
• 😀 Black Swan theory highlights the importance of uncovering hidden information that can drastically change negotiations.
• 😀 Asking open-ended questions and listening carefully helps reveal the other party's hidden concerns or motivations.
• 😀 Accusation audit involves acknowledging potential negative assumptions about yourself to preempt conflict and build rapport.
• 😀 These techniques are practical, tested in life-and-death situations, as well as everyday business and personal negotiations.
• 😀 Applying these techniques consistently in daily interactions can improve negotiation outcomes and strengthen relationships.

Q & A

Who is Chris Voss and why is he significant in the field of negotiation?

Chris Voss is a former top FBI negotiator who handled high-stakes cases such as bank robberies and kidnappings. He is significant because he developed practical negotiation techniques that are effective in both life-and-death situations and everyday interactions.

What is the core idea behind tactical empathy?

Tactical empathy involves understanding and acknowledging the other person’s feelings and perspective to build trust and guide the negotiation in a desired direction. It is not about being soft or nice, but strategically connecting with the other party.

How can tactical empathy be applied in everyday situations like salary negotiations?

Instead of demanding a raise directly, you can start with a sentence showing understanding, such as, 'It seems like you’re stressed because the company’s budget for salaries is tight.' This approach makes the other person more receptive to your request.

What is the mirroring technique and how does it work?

Mirroring is the technique of repeating the last few words the other person said to encourage them to keep talking. It helps the other person feel heard and often leads them to provide valuable information.

Why is the word 'no' considered powerful in Chris Voss’ negotiation methods?

'No' gives the other person a sense of control and safety. Asking questions that prompt a 'no' response can reveal obstacles and concerns, allowing for a more productive negotiation.

Can you give an example of using 'no' strategically in negotiations?

Instead of asking a contractor, 'Can you start next week?' which may lead to vague answers, you can ask, 'Is it impossible to start next week?' This encourages the contractor to explain any obstacles clearly, enabling a solution-focused discussion.

What does the Black Swan Theory refer to in negotiations?

In the context of negotiations, a 'black swan' is hidden information that, when discovered, can dramatically change the course of a negotiation. Finding black swans requires curiosity, patience, and careful listening.

How can you uncover black swans in everyday negotiations?

By asking open-ended questions and listening carefully to the answers, you can reveal hidden concerns or motivations. For example, asking, 'What’s making you anxious about this proposal?' may uncover unexpected issues like budget, timing, or personal factors.

What is the accusation audit technique and why is it effective?

The accusation audit involves acknowledging negative perceptions others may have about you before they bring them up. It is effective because it demonstrates self-awareness, humility, and preempts conflict, making the negotiation smoother.

How can the techniques taught by Chris Voss be applied outside of high-stakes situations?

These techniques can be applied in everyday life, such as asking for a raise, resolving conflicts with a partner, negotiating prices, or managing disagreements with friends or colleagues. The key is to listen, understand, and guide the conversation strategically.

Why should mirroring not be overused?

Overusing mirroring can make you sound robotic and annoy the other person, as they may feel you are just repeating words rather than genuinely listening.

What is the first step to practicing these negotiation techniques?

The first step is to choose one technique, practice it consistently for a week, observe the results, and then gradually incorporate additional techniques.