Teaches the Art of Negotiation – MasterClass – Chris Voss

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LESSON PLAN

• 01 Tactical Empathy

  Meet your new instructor: former FBI lead international kidnapping negotiator Chris Voss. While many believe that negotiation is a battle, Chris sees successful negotiation as a collaboration rooted in empathy.

• 02 Mirroring

  Mirroring is one of the most simple yet effective techniques in any negotiator’s repertoire. Through simple repetition, Chris demonstrates how you can gather vital information in a negotiation and put your counterpart at ease.

• 03 Labeling

  Learn how you can use labels—verbal observations of feelings—to neutralize negative emotions in a negotiation or reinforce positive ones to create a better deal.

• 04 Exercise: Mirroring and Labeling

  How does a conversation about escape room games lead to deep insights into someone’s character? Chris demonstrates how by using two key negotiation techniques: mirroring and labeling.

• 05 Mastering Delivery

  The way you say something during a negotiation is as important as the words you choose. Chris explores how you can use tone and inflection to your advantage and shares his top tips for online communication.

• 06 Case Study: Chase Manhattan Bank Robbery

  In 1993, two men held three employees hostage at a Chase Manhattan Bank in Brooklyn. Hear Chris’s techniques in action as he shares for the first time the tape recordings of his phone calls with the kidnappers.

• 07 Body Language & Speech Patterns

  How people behave and how they say things can be much more insightful in a negotiation than what they say. This lesson is about looking beyond the surface and distinguishing truth from fiction.

• 08 Creating the Illusion of Control

  Who has more control in a negotiation: the person who’s talking or the person who’s listening? Chris lets you in on the secret to gaining the upper hand in a negotiation and explains how you can shift the power dynamic to your advantage.

• 09 Mock Negotiation: Teenager

  Chris plays the part of a father whose teenage daughter wants to spend the weekend with her boyfriend at his parents’ vacation home; he doesn’t trust the boyfriend. Chris demonstrates techniques to get his “daughter” on his side.

• 10 The Accusations Audit

  There are often a lot of feelings in the room when a negotiation starts. Chris teaches you how to use an accusations audit as a means of identifying these feelings and turning negatives into positives.

• 11 The Value of “No”

  Most people think the most important word in a negotiation is “yes.” In fact, the opposite is true. Chris tells you why “no” can be the pivotal word that gets you to your desired outcome.

• 12 Mock Negotiation: Rival

  The hardest thing to reconcile in a negotiation is opposing views. Chris shows you how to handle competing agendas without alienating the other side.

• 13 Bending Reality

  A negotiation can succeed or fail depending on how you frame your case. Chris walks you through the subtle art of perspective and how to understand a counterpart’s key emotional drivers in order to make a compelling case.

• 14 Bargaining

  Hard bargaining doesn’t have to mean taking a sledgehammer approach. Chris teaches you how to bargain with skill, diplomacy, and tact.

• 15 Mock Negotiation: Salary

  Chris demonstrates how to negotiate effectively for a pay increase. Learn why he doesn’t focus the conversation on money.

• 16 Black Swans

  Black swans are game-changing pieces of information that you don’t know when entering a negotiation. Chris walks you through an FBI case where uncovering a black swan led to a breakthrough.

• 17 Mock Negotiation: “60 Seconds or She Dies”

  An armed bank robber is barricaded in a bank with one female hostage. He wants a car in “60 seconds or she dies.” Watch as Chris deals with this tense, high-stakes negotiation where one wrong move can lead to a deadly outcome.

• 18 The Power of Negotiation

  Chris’s motivation for teaching negotiation is deeply personal. Discover why Chris believes negotiation is a powerful tool that can transform your life.

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