Cómo NEGOCIAR de Manera que Siempre Acabes GANANDO ✔️

Summary

In this video, the speaker discusses key negotiation strategies from Chris Voss’s book *Never Split the Difference*. Drawing from his experience as an FBI negotiator, Voss argues that emotions play a much larger role in negotiations than traditional logic-based methods. The speaker covers three types of negotiators: analysts, accommodators, and assertives, and emphasizes understanding emotional states to achieve better outcomes. Key strategies include emotional labeling, mirroring, and asking calibrated questions. Practical tips are also shared, like avoiding being the first to propose a price. The video highlights how these insights apply to both business and personal negotiations.

Takeaways

• 😀 Emotions play a bigger role in negotiations than logic, especially in high-stakes situations like hostage negotiations.
• 😀 Understanding the emotional state of the other party can significantly improve the chances of a successful negotiation.
• 😀 Negotiators can be categorized into three types: Analysts (data-driven), Accommodators (social and harmony-driven), and Assertives (direct and blunt).
• 😀 Analysts need data and facts to feel secure in negotiations, so provide plenty of information if you’re dealing with them.
• 😀 Accommodators value good relationships and harmony over the deal itself, so ensure the negotiation is friendly and non-confrontational.
• 😀 Assertive negotiators are direct and may seem harsh; it’s crucial to empathize with them and try to understand their perspective to make progress.
• 😀 Mirroring, or repeating the last words someone says, helps make them feel heard and encourages them to share more details.
• 😀 Labeling emotions (e.g., ‘It seems like you're feeling anxious’) can help build rapport and reduce tension in negotiations.
• 😀 Calibrated questions (open-ended questions) allow you to subtly guide the conversation toward your interests while making the other party feel in control.
• 😀 When discussing money, avoid being the first to name a price; let the other party propose a figure to better understand their expectations.
• 😀 Using a precise figure (e.g., €6325) instead of a round number makes your offer appear well-thought-out and can be more persuasive.

Q & A

What is the main focus of the negotiation strategies discussed in the transcript?

The main focus is on the role of emotions in negotiations, as opposed to purely logical, 'win-win' strategies. Chris Voss emphasizes that understanding emotions is crucial to successful negotiation, especially in high-stakes situations like hostage negotiations.

How does Chris Voss view traditional negotiation methods like those presented by Harvard?

Chris Voss acknowledges that Harvard's negotiation methods, particularly those based on 'win-win' logic, are not entirely wrong. However, he criticizes them for not accounting for the emotional aspects of negotiations, which he believes are far more influential in real-world situations.

What are the three types of negotiators identified by Chris Voss, and how do they differ?

Chris Voss identifies three types of negotiators: analysts, accommodators, and assertives. Analysts are data-driven and prefer logic, accommodators focus on maintaining good relationships and making everyone happy, while assertives are direct and straightforward but may appear blunt or cold.

Why does Chris Voss emphasize the importance of understanding emotions in negotiations?

Chris Voss believes that understanding the emotions of the other party helps establish rapport and trust, which can significantly influence the outcome of a negotiation. By recognizing and addressing emotions, a negotiator can steer the conversation toward more favorable outcomes.

What negotiation technique does Voss recommend for making the other party feel understood?

Voss recommends using 'mirroring,' a technique where you repeat the last few words the other person says. This helps them feel heard and encourages them to continue sharing more information.

What is the 'calibrated question,' and how does it help in a negotiation?

'Calibrated questions' are open-ended questions that seem like they give the other party freedom but are subtly designed to align their interests with yours. They help uncover more information and guide the negotiation in a favorable direction.

How does labeling emotions contribute to a successful negotiation?

Labeling emotions, by naming the feelings the other person may be experiencing, helps them feel understood and validated. This can calm the situation and encourage the person to engage more openly in the negotiation process.

What is the strategy of asking the other party to name their price, and why is it effective?

The strategy of asking the other party to name their price allows you to avoid the risk of undervaluing your position. It gives you insight into their perspective and helps you establish the starting point for the negotiation.

How should you approach pricing when you're not allowed to avoid stating a specific number?

If you must state a number, Chris Voss suggests choosing a specific figure, like 6325, instead of a round number. A precise number makes it appear that you’ve carefully considered the amount, which can make it seem more reasonable to the other party.

What advice does Chris Voss give when negotiating for a salary increase?

Chris Voss advises that you should never be the first to state a specific salary amount. If possible, get the other party to name the price first. If not, present a price range with your ideal number as the lower end, giving you flexibility in the negotiation.