Chris Voss thinks empathy is key to successful negotiation.
Is there a line between negotiating and not, or only varying degrees of explicitness?
Should we be openly negotiating more often?
How do you define success, when at least one of his own examples of a “successful negotiation” is entirely giving over to the other side?
I think the point is that the relationship comes first, greed second. Negotiation for Voss is exchange of empathy, seeking information, being aware of your leverage. Those factors are operating all the time—that’s the relationship.
The difference between that and normal life? Negotiation is making it explicit.
Are there easy ways to extend more empathy in more situations? Casual texts? First meetings? Chatting with strangers?
Chris Voss thinks empathy is key to successful negotiation.
Is there a line between negotiating and not, or only varying degrees of explicitness?
Should we be openly negotiating more often?
How do you define success, when at least one of his own examples of a “successful negotiation” is entirely giving over to the other side?
I think the point is that the relationship comes first, greed second. Negotiation for Voss is exchange of empathy, seeking information, being aware of your leverage. Those factors are operating all the time—that’s the relationship.
The difference between that and normal life? Negotiation is making it explicit.
Are there easy ways to extend more empathy in more situations? Casual texts? First meetings? Chatting with strangers?