Most Effective Negotiation Trick According to Former FBI Negotiator
When you are negotiating, the more information you have on the matter, the better. This simple trick makes the other person feel heard and gives you more information to work with.
In the Science of Success podcast , former FBI negotiator Chris Voss shared the techniques he used in the field and explained how they can be used in less stressful situations. As Voss explains, the best tactic is “mirroring,” where you simply repeat three to five keywords in their last sentence in the form of a question.
For example, if someone said, “We cannot fulfill your request due to a budget cut.” Would you say something like, “Can’t you because of budget cuts?” This makes them repeat themselves, but they will naturally feel the urge to refine what they are saying even more, giving you more information in the process. Voss notes that using the mirroring technique is very inconvenient, but others rarely notice it, and they really feel like they are being listened to.
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