Life is full of negotiations. Chris Voss, author of Never Split the Difference sits down with Shane Parrish on The Knowledge Project and uncovers the timeless art of negotiation and letting other people have your way.

Show notes: https://fs.blog/knowledge-project-pod...

Here are a few of the things you’ll learn in this video:
1. What it really takes to be great at negotiating (most people approach it all wrong)
2. How to keep your emotions in check during a negotiation
3. The three different voices you can use to connect with your counterpart and put them at ease
4. How many of us “take ourselves hostage” in negotiation and ruin it before it starts
5. The biggest timewaster (and profit-killer) that plagues so many negotiations
6. The main problems with traditional negotiation techniques (BATNA, etc.) and how they’re leaving lots on the table
7. How empathy saves time and makes you more likely to get what you want in a negotiation
8. Why intentionally getting the other party to say “no” substantially increases the success rate of a negotiation

Check out the full show notes: https://fs.blog/knowledge-project/chr...

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✩TIMESTAMPS✩
0:00 Intro
2:25 Becoming a hostage negotiator
4:34 Forget about failing and focus on learning
5:58 First performance review
7:30 Let the other side go first
9:47 Ego
10:40 Calming yourself down
11:48 The three voices
14:29 How to prepare for a negotiation
16:37 The problem with Getting to Yes
17:52 BATNA
20:16 Bad recommendations
22:56 The Negotiation One Sheet
30:11 Calibrated questions and unlocking the truth
32:08 Why fear drives most behavior
35:16 How to get someone to take a risk on you
37:00 Money and Black Swans
41:00 Getting people to want to help you
44:17 Learning to proactively listen
46:45 Driven by loss
47:43 Strategic deference
50:40 Fight, Flight, or Make Friends
53:50 Negotiation with Kids
59:01 Negotiation with your Partner
1:00:35 Why you should never compromise
1:03:04 Finding new insights
1:07:40 Where is the other side coming from
1:10:13 Determining if you can trust someone

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