The subtitle is Negotiating as
If Your Life Depended on It and the author is Chris Voss (2016).
Mr. Voss is a former FBI hostage negotiator who mastered his craft
under the most intense of circumstances.
I have already incorporated some of his methodologies into my daily life
at work and at home, with success. That’s
the best endorsement that I can offer.
The tools that he introduces include mirroring (followed by silence),
labeling, calibrated questions that commonly start with “How” or “What”, being
open to discovering new information, staying tonally relaxed (talk slowly) and
keeping a smile on your face, the Rule of Three, and a recognition that no deal
is always better than a bad deal.
Ideally, in using these techniques, if you can get to the point where
your counterpart says “That’s right”, you have opened the door to changing
thoughts and behaviors and potentially reaching a successful outcome.
