Ex FBI head of international hostage negation Chris Voss shares the keys to successful negotiating and why many of the business negotiating techniques we are taught are just plain wrong.
I really loved this book for many reasons. From the true life stories Chris uses to demonstrate where many of the techniques described in the book were crafted to the nine key principles they used when it mattered most the book is full of great skills and insights.
Some of my favourite techniques included the three key different speaking voices use of Late night DJ voice, the positive playful voice and the direct assertive and when to use them are key to getting results. How labelling using phrases such as “it seems like” “it sounds like” or “it looks like” help validate your counterparts emotion by labelling it. Why being fair doesn’t help successful negotiating but explaining all the negative things your counterpart may be thinking about you or the situation they find themselves in an accusation audit could be a winner for you!
The book is a must read if you want to improve your results from sales, or negotiations in general its and easy read and has a really handy notes section at the end that summaries each chapter in the book. Its definitely a book to read and re read to get the full benefit from it and it scored 9.2 out of 10 when it was feature at our recent Asentiv Book club.
Its been my second favourite book we reviewed so far. My favourite? I’ll review that next time!