The 6 Deadly Negotiation Mistakes You’re Probably Making (Former FBI Expert Explains) Ft. Chris Voss

How would you even define negotiate? Um communicating to accomplish results. In in real broad terms. Information gathering is part of it. >> Mhm. Um Herb Cohen wrote a book a long time ago called You Can Negotiate Anything. And he defined negotiation as a use of power and information in a web of tension.

Mhm. A web of tension would be emotions. And the only tweak I think that we made on our on our definition is we don't just use information, we gather it and use it. Because if you're saying the use of information, you're assuming you're coming to the table and you know you you have should have

gathered all the information before you come to the table. The table's the best place to gather information. Okay. And a lot of people will hold themselves back from going to the table cuz you want to be prepared. You don't want to be caught off guard. About a third of you in the room are

horrified at getting caught off guard at the table. And that's holding you back. Yeah. So Yeah, so in terms of the mistakes, uh do people like what are some common ones that are easy to fix? Like you have a whole way of of of start with about Noah's an example. I love the way that you you

know, most people want to get a yes. Maybe we can talk about how yes could possibly not be the first thing you want to hear out of someone's mouth. Cuz everyone here is like you know, wanting to sell stuff and you got a lot of the world's greatest marketers and they're you know, and and I've always I've had

the conversation with Dan Dan Sullivan in that you know, no's are great, yes's are great, maybe's are what kill you. You know, if someone says no, you at least know where they stand and you can either you know, it's done or you can now knowing what you know, uh that's actually a starting point. Uh