This video presents Chris Voss's top ten negotiation tips based on the Black Swan Method. The core purpose is to teach viewers powerful, often counterintuitive, negotiation strategies to gain an advantage and achieve better outcomes. The techniques focus on using "no-oriented" questions and empathetic communication.
Bad Time to Talk: Starting a negotiation by asking "Is now a bad time to talk?" can be surprisingly effective due to decision fatigue. People are more likely to say "no" later in the day.
Ridiculous Idea: Using "Is this a ridiculous idea?" instead of "Is this a good idea?" frames the conversation differently and can elicit more honest responses.
Are You Against?: Phrasing questions as "Are you against...?" instead of "Are you in favor of...?" often leads to more favorable outcomes, allowing the other party to easily express dissent.
Have You Given Up?: Asking "Have you given up on X?" (only if they've already started on X) can effectively restart stalled conversations. It addresses the underlying issue rather than directly pushing for agreement.
Letting Out Know: Gradually revealing information builds trust and avoids blind-siding the other party. "How am I supposed to do that?" is an example of a question that subtly reveals concerns while still being collaborative.
Offer is Generous: Responding with "Your offer is very generous, but it just doesn't work for me" allows you to acknowledge their effort while rejecting the offer.
How Are You Today?: Instead of a simple "fine," respond to "How are you today?" with "It sounds like you have a place you want to start," acknowledging their intent to move forward.
What Makes You Ask?: Asking "What makes you ask?" can uncover hidden reasons behind questions and lead to more productive dialogue. It encourages introspection.
Alternative to "What Makes You Ask?": Using "It seems like you have a good reason for asking that" softens the inquiry while achieving the same objective. Silence is key after this phrase.
Call Me Back: When the other party is failing to meet their commitments, use "It seems like you have a reason for not doing X...call me back" to encourage them to explain their situation and re-engage.
